I totally disagree with the Chrysler group's formula for providing "more motivation" for its salespeople by mandating the inclusion of the dealership's overall sales production as part of the qualifying criteria for a sales rep to get a bonus.
I was in the retail automobile business for almost 16 years and left it as a general sales manager.
I knew many good salespeople (I worked with them, I was one and they worked for me).
And while we'd all like to say there is no "I" in "team," the reality is that the vast majority of auto salespeople are for the most part interested only in what a sale brings them.
That doesn't necessarily make them bad people. But the sales profession is very individually motivated.
Rethink your strategy, Chrysler group, and figure out a way to reward sales performers rather than making salespersons pay for your cost-reduction goals.
A real opportunity should not end up looking like the carrot on the end of string. A bonus should be a reach, but it never should be impossible to achieve.