Our dealership isn't a high volume one. At the moment our sales team is under 7 of us and we have a target of 8 deals a month. I'd say I average 10-12 deals a month, and I'm usually second from the top of the board for most months. Currently, we have no definition for what counts as a split. The SM says to work it out amongst ourselves. Usually this can be pretty easy to resolve. Sales person X is dealing with client, they do investigation, selection, presentation, demo or maybe no demo. Deal doesn't get closed same day. Client comes back on person X day off. Deals with sales person Y. It's a split. Pretty straight forward. I've only been in the business for less then a year, so I don't have years of experience. I'm also pretty analytical(OCD) and like guidelines and order.

Now let's say, sales person X talks to client over the phone, goes over selection but we don't have what they want atm in a preown. No appointment is made for them to come in atm. A week later, client comes in on their own, doesn't ask for X. So Y helps them and puts them into a different preown model they didn't discuss over the phone. Deal happens. Does ☓ get the split even though it's a different model and they didn't bring the client in.

Similar situation, X books an appointment with client however Y helps them when they come in, they didn't ask for X. Should it be a split as X brought them into the dealership?

So how does your dealership handle splits?