Sales floor positions
9 positions, each with what the role does, when a store needs it, what it pays and one flat fee per hire.
The sales floor is where gross profit starts. Most stores staff it with commissioned sales consultants, then add specialists as volume grows: someone who works internet leads, a bilingual consultant for a market the floor cannot reach, a host who logs every up, a delivery specialist who frees salespeople to sell the next car.
How to pick the right level
- Under about 100 units a month, every salesperson usually does it all: greet, sell, deliver and follow up.
- As volume grows, a host and a delivery specialist give salespeople back an hour or more on every deal.
- Luxury and one-price stores often use salaried product specialists instead of, or beside, commissioned consultants.
- If more than a third of your sales start online, an internet sales consultant or a BDC pays for itself fastest.
Every level, what it pays and the fee
Delivery Specialist
$500 per hireHandles vehicle delivery: paperwork walk-through, technology setup and the first service appointment.
When a store needs it: Large stores. Pay: $28,310 to $34,910 a year.
Sales Host
$500 per hireGreets showroom guests, logs every visit in the CRM and connects each customer to the right salesperson.
When a store needs it: Mid-size stores and up. Pay: $31,130 to $38,480 a year.
Product Specialist
$1,500 per hireSalaried, non-commission guide who walks customers through features and technology; common at luxury and one-price stores.
When a store needs it: Mid-size stores and up. Pay: $28,310 to $44,680 a year.
Sales Consultant
$2,500 per hireFloor salespeople who can take an up, work a deal and close. New, used or both. Full details for this position.
When a store needs it: Every store. Pay: $34,910 to $63,550 a year.
Internet Sales Consultant
$2,500 per hireWorks online leads by phone, text and video, sets the appointment and sells the vehicle when the customer arrives.
When a store needs it: Mid-size stores and up. Pay: $34,910 to $63,550 a year.
Bilingual Sales Consultant
$2,500 per hireSells in English and a second language, opening a market the rest of the floor cannot reach.
When a store needs it: Every store. Pay: $34,910 to $63,550 a year.
Used Car Sales Consultant
$2,500 per hireSells pre-owned inventory, often at a separate used lot, where appraisal knowledge and speed to turn matter.
When a store needs it: Mid-size stores and up. Pay: $34,910 to $63,550 a year.
EV Product Specialist
$2,500 per hireExplains electric vehicles, charging and incentives, and supports the sales team on every EV deal.
When a store needs it: Mid-size stores and up. Pay: $34,910 to $63,550 a year.
Luxury Sales Consultant
$3,500 per hireSells high-line and exotic vehicles to a clientele that expects white-glove service and long relationships.
When a store needs it: Every store. Pay: $44,680 to $87,570 a year.
About store size and pay
Store size guidance reflects how dealerships typically staff as they grow, drawn from our 25 years inside dealerships and recruiting for them since 2012. Every store is different, so we confirm the right level on your intake call.
- Every store: Any franchised or independent dealership
- Mid-size stores: About 100 or more new and used retail units a month, or 50 or more employees
- Large stores: About 250 or more units a month, or 150 or more employees
- Dealer groups: About 3 to 10 rooftops
- Large dealer groups: 10 or more rooftops
- Stores with a body shop, stores with in-house financing and specialty dealers: roles that depend on the business, not its size
Pay bands are what people in each role earn at automobile dealers, from the U.S. Bureau of Labor Statistics (Occupational Employment and Wage Statistics, May 2025), including commissions and bonuses. Most bands run from the 25th to the 75th percentile; senior levels use the upper range of the same occupation. A band marked * uses all-industry figures because BLS does not report that role for auto dealers.
Related positions
Sales management positions · Fleet and commercial sales positions · Inventory and vehicle acquisition positions · Specialty dealer sales positions