One of the mysteries of the auto dealership world is why general managers and general sales managers assume that low productivity and the resulting high turnover are inevitable with their sales teams.

...poor sales productivity and high turnover rampant in the industry are the result of faulty hiring practices.

Research has shown that it is appropriate to apply the Pareto principle to salespeople, whereby 20 percent of all salespeople now make 80 percent of all sales.

That means 80 percent of the sales force fights over the remaining 20 percent of the business not produced by the top sales pros. With so many salespeople competing for shares of such a small pie, the turnover rate in sales is obviously very high. But many general managers are willing to accept, as a cost of doing business, the unending expenses of recruiting, selecting, and training the continuing flow of newcomers into the sales ranks. They should,

instead, recognize that the poor sales productivity and high turnover rampant in the industry are the result of faulty hiring practices. Research has shown that 80 percent of the essential competencies required for success in the workplace are emotional intelligence, which is far greater than IQ or personality traits.

Emotional intelligence (EI) has been a “buzzword” in the business world for the last several years. By definition,EI is an individual’s ability to recognize and regulate emotions in.... In practical application, it is one’s ability to understand how our emotions and the emotions of others impact action and performance. Emotional intelligence has no greater application than in a sales position.

In an objective study of more than 2,000 auto dealer salespeople designed to measure the EI competencies among those salespeople that were successful versus those that were unsuccessful, the following five competencies were the most critical to predicting sales success and retention in the industry.

Intuition & Empathy. This is the salesperson’s awareness of the prospect’s feelings, needs, and concerns. This competency is important in a sales role for the following reasons.

• Attitude toward others: one’s ability to look positively and objectively on others· Customer service orientation: the ability to anticipate, recognize, and meet customers’ needs
• Understanding others: an intuitive sense of a prospect’s and/or customer’s feelings and perspectives and showing an active interest in their needs

Results Orientation & Decisiveness. This is the salesperson’s adeptness at inducing desirable responses from the customer or prospect.

• Communication: sending clear and convincing messages that are understood by the customer or prospect
• Influencing: using effective tactics and techniques for persuasion and desired results
• Gaining commitment: one’s ability to develop a motivation act

Self-View. This is the salesperson’s level of courage and self-esteem that provides thick enough skin to persevere through various obstacles he or she encounters throughout the sales cycle. This competency is important in a sales role for the following reasons.

• Handling rejection: one’s ability to handle a no or a non-sale and to not take it personally and be able to recover and restart quickly to try again
• Self-esteem: the higher the self-esteem, the more passion and courage the salesperson will have in the social arena

Self-Awareness. This is knowing one’s internal states, preferences, resources, strengths, and limitations. This competency is important in a sales role for the following reasons.

• Self-confidence: one’s ability to believe in his or her own abilities and strengths to personally take charge in achieving and exceeding his or her goals
• Persuasiveness: one’s ability to stand his or her ground in negotiations and in handling sales objections to exude to the customer and/or prospect that the product or service meets their needs
• Competitiveness: one’s desire to win and be perceived as competent in the eyes of others, as well as desire to be personally recognized for his or her accomplishments