If we’re talking about “not the whole story”, you might wanna point out that a Motability sale nets the dealership less than 10% of a normal sale, regardless of targets. On average a dealership makes around 5%-7% per new car sale, which amounts to £1000-£1500 per new car sale to a private buyer.
20 Motability cars in a dealership might make them meet their targets and receive the full bonus of £10000-£20000 (depending on the dealership) – but you left out the fact that on those 20 cars they only earned £2000 through sales, rather than £20000.
Your argument of “that lowly sale could tip the scale” only becomes important at the very end of the month/quarter/year. It certainly can become important (when you know there’s only a few cars missing to meet the target) – but until that point, it’s not.
Prior: SEAT Ateca Xcellence Lux 1.5 TSI DSG MY19, VW Golf GTE PHEV DSG MY23
Current: Hyundai Ioniq 6 Ultimate
Next: we'll see what's available in 2028.