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Is this the right time to jump into auto sales?
As with many outside sales professionals I found myself looking for a job. There seems to be many openings in auto sales. I find myself asking why in this economy would there be so many openings. I have an opportunity to work at a Ford dealership with an exceptional reputation but just thought I would reach out for some of your thoughts and opinions.
Replies to This Discussion
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Permalink Reply by Orest D Serwylo on -
Hi Pat,
If you want long term opportunity, challenge and money, this is it!
The reason virtually every dealership in North America is hiring sales personnel, is that we are beginning the 6 month season (May, June, July, August, September,October) where virtually 75% of vehicles in a year are sold ... dealerships need warm bodies to greet, meet, interview, select, present, demo, get committment, price, sell, deliver and followup with customers and do it again.
If you consider the industry be extremely careful on your selection. You will need proper leading, mentoring and coaching, thus analyze those capabilities of the place where you wish to land?
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Permalink Reply by NANCY SIMMONS on
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Orest is correct!
Not only seasonally, is it a great time to get your foot in the door, but I believe the market is coming back and it is coming back STRONG! Make sure you do your research and select a dealership which maintains a perpetual training program, as in the automotive industry it is imperative to keep up with the on-going changes: product, social media, internet selling, leasing vs. buying, and the list goes on! However, these changes are what makes the industry so dynamic and exciting to be in! There are never two days alike when you are in retail automotive sales. The customers change, the vehicles change, the factory programs are forever changing... It is an exciting career and if one focuses and commits to receiving a well-rounded education, it can be a very prosperous and rewarding career, both financially and emotionally! It is a wonderful experience assisting in making folks' dreams come true on a day to day basis!
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Permalink Reply by Mike Scott on -
Autosales can be a great profession if you work for the right dealer. Being an outside salesperson I would look for a Commercial Sales Position not a Retail Sales Position. Find a Ford dealer that has a Business Preferred Network department. NOT FLEET. Dealers call Fleet everywhere from internet to real fleet. Find a Commerical Sales Department that wants an outside salesperson. This position should also pay a salary plus commission. You will learn to work directly with Ford Factory Commercial Account Manager and Ford Commercial Lending's Commercial Finance Department. You will learn how to make a deal including TRAC leasing which is one of the best financial products available for the commercial buyer. Let me know where you are located and I will tell you of any good Commercial Dealerships I may know of in your area.
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Permalink Reply by John Fuhrman on -
The auto industry at the dealer level will always be looking for new people. That's part and parecel due to turnover, promotions, expansion, etc. However, with fewer other industries hiring, the auto opportunities seem to be more frequent. If you checked other careers that were largely commission based, I believe you would find a similar frequency of ads.
That being said, I never recommend "jumping in" to an industry for any reason. Selling in the auto industry has always been a challenge for some, a career for others, and for too many, a way station until something better comes along. I've been privileged to be around the industry since 1979. It has taken care of my family, put kids through college, and afforded me some of my pleasures in life. Doesn't sound all that different than many other careers. But therein lies the key. I made it a career.
If this is something to pass the time until the next best thing comes along, good luck. It's tough to get started. Especially when you've got one eye out the door looking for greener grass. But, if this is something you feel strongly about adn are willing to listen to people who have experience and knowledge, you can do well. Especially now.
That's because the economy is still bad. That's right. Anyone can make a living when the world is rosy. Smart people make it when things are not so fantastic. Once you realize that everyone knows the world economy is at a low point, you can get excited. When someone shows up on the lot, on the Internet, or by phone, check and see if they've been a hermit. If not, they know the economic situation. And, since they are seeking you out, they are certainly a serious buyer.
Acquiring the skills and knowledge to earn that person's business, is what you need to invest in. Once you do, and keep the attitude that all you get are opportunites to speak with people about why they should buy from you, success won't be far behind. But, just like in any career choice, decide and then commit. You can't dip your toe in the pool and then tell the world you just went swimming.
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Permalink Reply by Wendi Venable on -
Boy what a day to see this posted! I hire for dealers- and after last week I virtually felt like taking down the shingle and calling it a day. Be very very very careful WHO you work for in the industry- I have found that 25% at best of dealerships out there are really ready to do what it takes from a management and cultural standpoint to hire, support, develop and help a true sales professional succeed. Here is why:
I met with one of the most prominent dealers in the market in which I live.This dealer asked me to hire 20-25 sales professionals for their 4 locations. Here is what I was told they do when they hire a new sales person stressing to me that they did not need me to do anything but get them warm bodies:
1) They mass recruit and flood the floor- once the person has trained themselves on product knowledge then they are assigned to a veteran sales person to shadow (pick up bad habits in my opinion and learn how to circumvent systems)
2) Once they have shadowed with the "veteran" for a week or two then they are cut loose and its' "SINK OR SWIM"...."This is why we hire 10 people to end up with 2-3 in a month or two".....the dealer stated- unbelievable
3) "We dont drug test prior to hiring" when I asked why not "Everyone in the car business smokes pot!" was the answer! (I was thinking -"those same pot smokers you are hiring are driving your vehicles around WITH customers in them quite often!")
4) They do not require their managers to give performance reviews, or help to develop their sales people- the dealer said " My managers arent baby sitters, either someone can sell or they cant"
I have heard these things or variations of this "approach" to hiring and managing 7 out of 10 times when meeting with owners and their managers. I found that every store with this archaic "management philosophy" typically has at least 40% of it's sales staff on constant rotation. (transient) TURNOVER-which costs these stores 100's of thousands of dollars a year, whether they track it or not
It appalls me to think that there are still so many dealerships out there who have this mentality and actually subscribe to it as an acceptable hiring and management style. I had to ask myself why this is- and here is the number on reason why:
THEY ARE PROFITABLE, THEIR CHEESE IS NOT MOVED AND THEY ARE NOT UNCOMFORTABLE ENOUGH TO CHANGE.
Unfortunately factors such as these are the number one reasons why people hate to visit dealerships and basically detest the car buying experience, dealers struggle with repeat, referral business (customer loyalty) and we are not respected as an industry as we should be considering automotive sales professionals help people with one of the two largest purchases they will make in a lifetime. (sometimes the single largest purchase of a lifetime)
So be careful and ask as you INTERVIEW the dealership about:
The hiring process
Background checks
Drug Testing
Training
Performance reviews
Development plans if any
Turnover
CSI and SSI (Customer satisfaction scores and service satisfaction scores)
Community involvement
Veteran employee performance averages
Ask about all of these things- and when you find a dealership that offers this to employees, ongoing as part of their mission and way of doing business from the inside out- then you can feel good about investing in THEM as an employer
And I wish you the very very best of luck- you can make more money than you ever dreamed, have a blast doing it, but YOU have to find the right employer- THEY quite often hire and manage by the seat of their pants-and dont let yourself get caught up in that- chips away at your self esteem
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Permalink Reply by Stan Morris on -
Any time is good to be in sales. In my opinion it's either the highest paying hardest work, or the lowest paying easiest work. It's up to you.
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Permalink Reply by Dale Pollak on -
Pat,
Yes, it’s the most amazing moment in history. Change always creates opportunity.
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Permalink Reply by Pat Honohan on -
Thank you to all who applied! The advice and incite was exceptional!
Orest D Serwylo said:Hi Pat,
If you want long term opportunity, challenge and money, this is it!
The reason virtually every dealership in North America is hiring sales personnel, is that we are beginning the 6 month season (May, June, July, August, September,October) where virtually 75% of vehicles in a year are sold ... dealerships need warm bodies to greet, meet, interview, select, present, demo, get committment, price, sell, deliver and followup with customers and do it again.
If you consider the industry be extremely careful on your selection. You will need proper leading, mentoring and coaching, thus analyze those capabilities of the place where you wish to land?
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Permalink Reply by Tobias Sedillos on -
Pat,
I thought I'd share these two things - I hope they help you in your decision:
"It's Time."
I once asked an old man to say something wise,
and the words that unfolded - were a welcome surprise.
He started by saying, "Tell me, son - What is it you seek?"
"Success in hurry," I blurted, "because my future looks bleak!"
"Times are tough." I continued, with a little regret.
Because what he said next, I will never forget.
"If quick success is what you seek to find,
it's already been found - and it's a matter of time.
You say 'times are tough' - and now look at this clock.
There's more to these hands than the tick and the tock.
You see only one hand in motion, but I can see all three.
It's the way all things work, just take it from me.
The 'Seconds' hand moves fast, so it's easy to spot;
Soon you'll recognize it's the seed, to plant in your plot.
Most see 'small' as insignificant, but I know it's the start;
for your very life lives with the small beats of your heart.
If those never started, or continued - Then where would you be?
Nothing's insignificant, you see - because seeds become trees.
Your seeds are the small actions that you must eagerly take;
the seconds sprout into minutes - the right time to cultivate.
Keep on moving here, because it takes time and vital care;
we all know who won the race of the Tortoise and Hare.
It wasn't because the Tortoise was slow that he won the race,
he proved, 'steady' fares better than any back-breaking pace.
Minutes are the well-formed habits that add-up to become Hours,
just like seeds become buds, and then those become flowers.
This is a tough time for many - in fact, most will quit.
See, our culture has taught that good results must always come quick.
'If you're doing it right - you'll see results right away.'
But, that's not the way things work - I'm sorry to say.
Cultivation comes before the harvest - It has always been this way!
As the Seconds become Minutes, soon the Hours will begin to pass.
You're on the track to success, just check your looking glass.
Your looking glass is in your mind's eye - and only you can see it there,
Look there for your results, or else you'll begin to look elsewhere.
Consistency with a purpose is what you are after,
and vision for outcomes is what you will master.
The fruit of the harvest, has arrived in your mind,
taste it, and feel it - it's the best of it's kind.
Hours and fruit, you'll have all you need,
Minutes of nourishment, and Seconds of seed.
Although success can't be hurried, it can be assured.
Don't be like the others - who's vision got blurred.
The key to getting started, is to start right away.
Don't be like the rest - getting started 'someday'.
Someday never comes, I can say without doubt.
See the tears in my eyes? My time has run out.
Success is not a secret: You have all you need!
It's your time to get started: Now you are my seed!
You've asked for success, and now have the keys in mind,
it's not about talent, luck, or even hard work - you'll find;
Success is a just series of simple small steps, repeated in time."
~ By Tobias Sedillos
PS: "The Power in 3" is a detailing of what I have learned to be the most important things in our careers:
http://docs.google.com/Doc?docid=0Ab4EMd3pF-H6ZGdtd3Zuem1fMTY4c2M0a...
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