If you have salespeople, that know how to sell, but the results are not up to the stores expectations, call them out on it!!! Case in point; Just recently, I had a salesman, good guy, works every day, tries very hard when he wants to and a positive attitude when he wants to have one. I just didn’t have that wow feeling with him on a Saturday. He came to the desk, with a worksheet filled out and gives me direction on his customer. I asked him to step outside and totally let him understand how I felt about his approach to his job, his lack of enthusiasm with his customers, and his know it all attitude. I made it clear, that this is a results driven business. His results are less than satisfactory, but he knows all the answers. I made it clear, right then and there. He lashed back and told me his feelings and I called him out on it. “If you know it all, go home, close your deals from your sofa and I will send your checks.” Then he started to back pedal; “I don’t know everything. I know what to do. I don’t know why I am not selling cars.” Needless to say, his whole demeanor was totally junk for the rest of the day. Now that I know I hit a serious nerve, how do I put him back together? I used my 48 hour rule. Just acknowledge and leave the situation alone for 48 hours.
Tuesday morning, I take my manager and the salesman in my office I explain to my manager, just sit and listen. I asked the salesman; “How are you doing?” He said; “I’m doing O.K. Can I ask you something?” I said sure. He asked; “Why did you embarrass me and make me feel like I was doing something wrong?” I gave him his last four paycheck stubs. I made it clear that I am embarrassed. I cannot have anyone go four weeks with this type of results. I have listened to your total responses with your peers and customers and I know you are not on the same train we are on. When you get up in the morning, are you doing four positive plans of action? Are you trying to be a better person today? More importantly, do you really hate your job that much? Hear me out, when you get out of your car; do you say to yourself, “I can’t stand my job”? When you leave at night, do you say “I want to quit I can’t make any money.”? You are right, no one makes money. We have to produce it. We cultivate our thoughts, turn our thoughts into action and create an environment and an aura that people want to be around. This pattern of behavior creates an energy so people will talk, walk, demo and write deals with us. That’s production! If you quit, you are quitting on yourself. You are better than that. We all are in this together. Together, we will create and produce with positive energy. So get on this money train and don’t look back.
The last two weeks, this salesperson has made great strides with his attitude and is producing at very respectable levels. Do not allow anyone to interrupt the production of the store. Call them on it!!!