A lot of dealerships think they are saving money by taking a good sales rep and making him/her a manager and not training them . The pay plans have shrunk for managers over the past year as well . The idea of paying people less and expecting more is a bad choice ranging from managers to internet people .
A planed sales training meeting should be done every day . Very few meetings have the hooting , clapping and hollering any more compared to years ago .
With poor managers the longevity has shrunk as well . It was nothing 10 years ago to see sales reps with 10 to 15 years on the job . Now it is hard to find sales reps with this much time at one dealership .
Some of the old ways will never be surpassed by the new ones . A hand written Birthday or Holiday card with a follow up call will never be beat . Computers are great but the lick em stick em envelope with a sheet of paper wishing someone Happy Birthday was outdated the day it started .
All is not lost . I work with dealers that have not gotten away from the meat and potatoes training and making sales reps accountable the right way . There sales meetings are fun because everyone knows what is expected . There are great managers that lead by example but we need more of them . I believe in time the dealers will go back to basics and invest in there sales force and not just advertising .