On the Dash: Paying base commissions can encourage salespeople to report suspicious customers instead of pushing questionable deals through. Auto finance faced an estimated $10.4 billion in fraud risk in 2025, up 13% year over year. Dealers increasingly use compensation structures to encourage due diligence and reduce costly lender chargebacks. Cherokee Mitsubishi, located in Canton, Georgia, has implemented a policy that pays employees their base commission even when they flag questionable customers, according to Automotive News. This means salespeople can alert a manager about suspicious activity without risking their $125 base commission. Jonathan Dawson, Dealer Principal at Cherokee Mitsubishi and host of CBT News’ Mind Your Own Business, explained that the…
