Are you waiting  and hoping for them to get better and improve their performance? Are you in the mind set that they should self improve? Are you coaching them? What have you done to assist them with your coaching?  If so how is that working for you?

Views: 14

Reply to This

Replies to This Discussion

What are we doing to assist a person such as this.  We are finding them a new job that will be more suited to their talents.  I am not going to spend a dime on someone who does not care...

Bob, I am sorry to hear you feel that way. If I were you, I’d also feel this way. However let me ask you a question. Looking at the bell curve, 20% of the salespeople at any dealership are probably selling 20+ units a month, while the bottom 20% are probably selling fewer than 8. The vast majority of those in the middle can be trained and developed to be top performers, so they too are underperforming.

Are you saying the dealerships should just keep looking for new hires to cover up their ineffective training and development programs, which fail to motivate and inspire their staff? As I point out in my article Do-You-Know-the-Cost-of-Sales-Employee-Turnover? the cost of turnover is extremely high both financially and in human terms.

Let me offer another solution to the issue of the underperforming sales person. Research shows that you only perform as well as your motivation, confidence, and self-image allow you to perform. So let’s do the right thing and assist the under-performer by doing the following:

• Sit down with them to find out if there is anything either inside the dealership or in their outside life stopping them from being the best they can be. Work out a solution together.

• Motivate and inspire them by setting high expectations, letting them know you believe in them, and encouraging rather than criticizing them. Offer them motivational training and suggest that they take advantage of motivational CDs, books, and seminars as well.

• Help them deepen their product knowledge and train them on the key steps to a sale. Above all, teach them how to build strong, trusting relationships with their customers as these are critical.

• Provide ongoing support through training, modeling, coaching, and feedback. Make sure that you use praise for any improvement, no matter how small.

Teaching by example is another way to enhance someone’s performance without generating anger, resentment, and loss of face. For instance, let’s say that your salesperson is losing sales because he or she is either unwilling or afraid to ask for a TO. Try this, “John, when I was a sales person in this business I would let some people walk. I really didn’t think that a TO would work. It cost me a lot, until I let my manager TO a deal that seemed hopeless. I actually did it to show him I was right—there was no way that this customer was going to buy. Well, you know what happened? My manager worked hard to turn him around, and I got the sale. That was the end of my ‘no TO’ attitude. I am sure you will do much better the next time.” Isn’t this better than saying, “You should have let me TO that customer, or, “If you keep letting customers walk out without even asking for a TO, you’re out of here?”

Bottom line: Top performers aren’t just born, they can be developed with ongoing training and support. Motivation and self-confidence are prerequisites, and people respond well to managers who set high expectations, respect their sales people, manage through praise and constructive feedback, and understand that coaching goes a lot further than commanding.



DealerELITE created this Ning Network.

Blog Posts

Clean Diesel Vs. Diesel

Posted by PowerFlo Diesel on April 20, 2018 at 8:02am 0 Comments

It’s hard to imagine commerce without diesel fuel. From the ships that carry cargo across the oceans to the trains and trucks that haul those goods to their ultimate destinations, diesel fuel is what makes all of it possible. However, that power…


Get Secure and Reliable Car Title Loan Services

Posted by Simon Hopes on April 19, 2018 at 2:55pm 0 Comments

Cash is the most important part of every human being’s life. But, sometimes it is not available when you need more. At that time, the loan is the best option that can help you to solve problems. If you want emergency cash then,…



Posted by Black Book on April 19, 2018 at 1:44pm 0 Comments

Dealers using the new AuctionACCESS Mobile App will be eligible for discounted Black Book Digital…


Write Service Podcast: Episode 25- Key to Making an Extra 5-10% Income

Posted by Jeff Cowan on April 19, 2018 at 12:00pm 0 Comments

This week, Jeff discusses the key to making an extra 5-10% income: having a strong follow-up program! Don't allow yourself or your process to become automated, don't rely on one approach for everyone, and always remember that NOTHING exceeds…


de sponsor

Get Newsletter

dE Sponsor

© 2018   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service