What do I have to do to develop a great sales team?

An ideal sales team of veteran salespeople would allow each dealership to maximize revenue.  In reality, sales departments experience a high level of turnover.  As a result, there is no easy answer to this question.

Focusing on what we can’t control while ignoring what we can is a pathway to frustration and declining success.  Fearing turnover is no excuse for not investing in training your sales staff.  A…

It’s unfortunate that so many members of the automotive industry when approached with a genuine request to be of assistance, are prone to wondering  “ What do you want from me?” or “What are you selling?”  I blame the all too common and frequent hidden agendas that often occur in B2B and B2C interactions.

We already understand that a single loyal…

In most markets, those seeking jobs are also those buying your goods and services.   So how should companies engage with these candidate/consumers while navigating changes in shifting age demographics, new recruiting tools and the desire for a…

DIY recruiting campaigns can be cumbersome and time consuming, but it can also put a strain on your company image.  There is a growing chasm between company and candidate satisfaction with recruiting…

There are probably a thousand reasons or more that customer service and retention is a valuable automotive sales training topic, but here are just nine that affect all industries that should get your attention.

1 .   86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors consistently meet their expectations. (CEI…

Transparency is critical to Generation Y and it starts with the job posting.  Dealerships should consider posting information regarding employment directly on dealership websites to include details on job responsibilities and expectations, compensation and benefit plans,…

One of the retail automotive industry’s greatest challenges is attracting educated and young talent.  Most career seeking university graduates overlook the automotive industry when considering employment.  Their distaste for the automotive retail industry is typically fueled by negative thoughts about long work hours and confusing, commission-only based pay…

Rejection is part of the sales professional experience, but selling is a personal experience for both the salesperson and the buyer.

Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer either.  Now when a salesperson is able to bring to the table a human…

 Perfection is unsustainable, while personal progress is obtainable.

Stay green and let yourself grow!

When someone claims to be “green”, what first comes to your mind?  They are making an effort to reduce their carbon foot print on mother earth?  Maybe they are a vegetarian?  Or they are actively recycling?

When I hear…

Both automotive management and…

Let's Play Ball!!!

Wikipedia defines "Teamwork [as] the capability to comprehend and recognize the diverse strengths and abilities in a group setting and then applying them to one final solution The concept has spread from the world of sports where it is well known and accepted, to business, so much so that it is in danger of being considered by some as an empty buzzword, or a…

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"You don't get paid for the hour.  You get paid for the value you bring to the hour.” 

~ Jim Rohn

Recently, I had a day in which the time seemed to sit still.  I glanced at the clock for the tenth time and it was only 1:30pm.  How could this be?  I felt like…

Automotive management tasked with the job of recruiting car sales people in addition to their other duties, often find themselves underachieving in terms of production. …

Part of my life was spent in Southeastern Oklahoma.  I remember teenage boys coming to the ranch dressed in their "good jeans" with a tucked-in "nice shirt" and driving their daddy's "dress truck".  The purpose was to show my aunties and uncles, that they were gentlemen and worthy of the responsibility of the social company of the young…

Sales letters are important tools for interactive marketing, lead generation and nurturing sales opportunities.  In the age of digital marketing, usually one of the earliest experiences a potential consumer will have with an organization is some impersonal written for the masses word format.

Selling is like dating.  Imagine you are on a first date; would…

Recently, I was asked to make an appearance as Ms. Florida Forestry Queen.  Unfortunately there was no clear leadership and miscommunications abounded.  Even the day of the event, it was not clear what was going to transpire.  I tried to be prepared for anything.   After the event, I received this…

I love going out to dinner when the wait staff remembers me and greets me like a friend.  The looks on my guest’s faces are priceless!!!  Everywhere I go; it seems the red carpet is waiting on my arrival.   Even my friends are eager to join me because via association they too get special treatment.  So, how did I earn my VIP status?  It was easy.  I just started treating each person I…

Sometimes our focus on growing profits can lead us to make decisions that have us working harder and not smarter. For example, cutting corners in regards to recruiting and training sales personnel. The fear of loss of investment if the employee leaves, can spiral into an evolving sales team in which more and more members lack the necessary skills to increase profits.

The…

There is no mystery in the concept that the happier employees are, the more productive they are, resulting in greater profits for your organization.   Read the below descriptions for a leader and a boss and determine what is the driving force in your dealership.

Leaders are people that are responsible for…