Commercial Department Setup
The Two-Edged Sword of Hiring “Book of Business” Salespeople: Will it Help or End in Frustration?
Hiring book of business salespeople in Commercial Fleet & Government can accelerate growth—but it also brings major risks if expectations and infrastructure are not aligned. Learn the two-edged sword of relying on “portable customer bases” and why strong Fixed Ops support is essential to keep your best talent long-term.
Why Setup Fails in Commercial Fleet & Government Automotive Departments
Setting up a Commercial Fleet & Government department often fails because leaders enter with retail expectations and retail KPIs. Commercial success requires process management, long-cycle tracking, and specialized KPIs. This post breaks down the core reasons setups fail—and how proper expectations ensure long-term success.
