Salespeople are no longer the backbone of the dealership workforce

Today, they make up just 18% of employees—the smallest group other than supervisors.

By contrast:

• Technicians = 25%
• Service & parts employees = 23%
• Other roles = 21%

This reflects a changing model: fewer front-end salespeople, more emphasis on service and retention. Dealers are investing in fixed ops, advertising, and digital retailing to drive growth, while maintaining leaner sales teams.

At Colonnade Advisors, we track how workforce shifts influence profitability and valuation.

Contact us to learn how these dynamics impact M&A in the dealership industry.