The First 90 Days Of The New Salesperson
We all know and I would think agree that the first 90 days for a new salesperson is critical to their success.Committment,enthusiasm and attitude all no brainers, but what else can we, should we, MUST we help them with to increase their chances of becoming long term "Pro's?"
To the newer salespeople out there,what do YOU need from management to help you in your quest to become a top producer at your dealership?
Replies to This Discussion
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Permalink Reply by Jeff Johnson on
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One on one mentoring from the desk mgrs. The turnover is bad enough as it is. And it's directly related to sales mgrs. As for you new salespeople. Hang with the winners. stay as far away as you can from the guys with the bad attitudes. It's the Law of Attraction. " You"ll become who you hang around with"
That's my story and I'm stickin to it!!
Jeff Johnson
Fast Start Recruiting and Training -
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Permalink Reply by Craig Lockerd on
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Agree,agree,agree, and agree some more Jeff.When I started selling a longggggg time ago for whatever reason I watched,listned to and pretty much copied everything the top guy did everyday.He was selling 300+ a year...I started to get close to him 2nd year...and he went to another store....lol...
Jeff Johnson said:One on one mentoring from the desk mgrs. The turnover is bad enough as it is. And it's directly related to sales mgrs. As for you new salespeople. Hang with the winners. stay as far away as you can from the guys with the bad attitudes. It's the Law of Attraction. " You"ll become who you hang around with"
That's my story and I'm stickin to it!!
Jeff Johnson
Fast Start Recruiting and Training -
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Permalink Reply by GARY OWEN on
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In my opinion, a salespersons first 90 days are equal to the first 18 years a persons life. All the habits, behaviors, expectations and skills are molded during this time. The future of the adult is created and nurtured during the first 18 years, similarly, the salesperson's caeer is molded in the initial 90 days. Any future successes or failures of a new salesperson are the responsibility of the developing manager. Just sayin...
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Permalink Reply by Craig Lockerd on
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Wow,Gary never thought of it that way,but that seems very true.The habits and behaviors are so important that they get off to a good start,good foundation to build on.
GARY OWEN said:In my opinion, a salespersons first 90 days are equal to the first 18 years a persons life. All the habits, behaviors, expectations and skills are molded during this time. The future of the adult is created and nurtured during the first 18 years, similarly, the salesperson's caeer is molded in the initial 90 days. Any future successes or failures of a new salesperson are the responsibility of the developing manager. Just sayin... -
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Permalink Reply by Ernie Kasprowicz on
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Jeff offers sound advice to new salespeople. Maintain a single minded focus on being the best professional sales person that you can be. Push yourself to learn and rehearsh selling scenarios as often as you can.
Jeff Johnson said:One on one mentoring from the desk mgrs. The turnover is bad enough as it is. And it's directly related to sales mgrs. As for you new salespeople. Hang with the winners. stay as far away as you can from the guys with the bad attitudes. It's the Law of Attraction. " You"ll become who you hang around with"
That's my story and I'm stickin to it!!
Jeff Johnson
Fast Start Recruiting and Training -
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Permalink Reply by Craig Lockerd on
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Ernie that's why I think "Teams" are so important...Shifts...team comes in,have a meeting roll play something that happened the day before,cause it WILL happen again...set goals for the day,appointments,follow up,inspire and cut them loose.....everyday ,every salesperson
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Permalink Reply by David L Hoier on
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One of the biggest frustrations that new sales people experience is that of not knowing. They know what they want to do and what they want to accomplish, they just don't know how to do it. We give them the "road to the sale" and then leave them to find their own way. The key to success is continued training and role playing. In our industry, you begin training the day your hired and you quit training the day you retire and everything in between is an education. The smart dealer understands that, and creates an atmosphere of success based upon support and encouragement. We "spiff" them for sales, why not "spiff" them for training?
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Permalink Reply by Craig Lockerd on
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Amen....EVERYBODY needs to read this!!!!!
David L Hoier said:One of the biggest frustrations that new sales people experience is that of not knowing. They know what they want to do and what they want to accomplish, they just don't know how to do it. We give them the "road to the sale" and then leave them to find their own way. The key to success is continued training and role playing. In our industry, you begin training the day your hired and you quit training the day you retire and everything in between is an education. The smart dealer understands that, and creates an atmosphere of success based upon support and encouragement. We "spiff" them for sales, why not "spiff" them for training? -
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Permalink Reply by Craig Lockerd on
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New salespeople please watch and listen to this Video from Barbara Smith...part of the AutoMax's "Dynamic Duo" Taffy and Barbara Smith
http://youtu.be/qFv7LrM8NYI -
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Permalink Reply by Tim Pendergast on
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Here is something my wife sent to me to remind me AS A MANAGER, what my salespeople can go thru. Its funny but all you managers out there think about this when you do a sales meeting about the days when we sold cars...lol
So you want to be a Car Salesman! This is a day in the life of a Car Salesman that may not be so unfamiliar to other Salesman, but you must always keep a smile on your face.
6:00 Alarm goes off
6:00 Hit Snooze on Alarm
6:15 Hit Snooze on Alarm
6:30 Hit Snooze on Alarm
6:45 Wife punched me in back yelling "You are going to be late for work."
6:55 Stagger to bathroom to shower and shave
7:00 All the sales Guru's tell you to look yourself in the mirror and say, "I am GREAT!" "I am the BEST!" Maybe tomorrow I can do it without laughing.
7:30 Cant be late for work again, put shirt in dryer instead of ironing.
8:00 Leave for work to get there early, they tell me I will sell more cars if I am early.
8:10 Return home to get cell phone
8:30 Leave for work again after stalling for another 20 minutes
9:10 Walk into sales meeting 10 minutes late, Sales Manager makes an example out of me. Tells new Sales Reps that early birds always get the worm, bla, bla, bla. I got a worm for ya is what I wanted to say. He must have had knee pads on during his interview to get a Managers Job!
10:30 Finally get out of meeting after hearing the same story, "When I was selling cars...." When you was selling cars, you could get a homeless person approved for a loan.
11:00 Walk almost a mile around the car lot trying to shake off another negative meeting.
11:30 Finally have time to get a cup of coffee, this will surely make me feel better.
11:45 Sit coffee down outside to catch a customer--Reach to shake hands--customer says "I am not buying anything, I am picking someone up from your service Department." Ok, Ok, I guess you can do that dude!
11:50 Coffee should be cooled enough to drink-Forget about rude old man-Wow, coffee has a Cigarette put out in it!
12:00 Go to lunch to keep from strangling someone
1:00 Get back to work--Your cousin is talking to another salesman. (in car sales if a customer does not ask for you, it is not your customer.) Cousin sees you and says "I didn't know this was the dealership you worked at."
1:30 Salesman sales car to your cousin. Wow, I will never live this down, but try to lessen the impact by saying "it was a distant cousin," I have not seen them in years!
2:00 Catch cousin alone and tell them "Give me my house key, you are going to have to find you another place to live!"
2:30 Finally catch a customer that seems very interested in a GMC Yukon. After the test drive, the customer says, "My company is buying the vehicle for me and they usually get it directly from the factory, I just wanted to make sure I liked it."
3:30 Catch another customer that is very interested in a used car, test drive, write up, appraise trade, present numbers....Customer says, "I just got hired at XYZ Motors and they told me to mystery shop to see how the process goes. Thanks for your time." OH, not today! You may want to call XYZ Motors to come and get you because Its a MYSTERY as to where your trade in keys are!
4:00 Get paged to back lot (Customer Waiting) which is not uncommon, but it is about 1/2 mile walk and golf carts are nowhere to be found so take off walking. See Salesman hiding behind cars laughing because they made up the fake page!
4:30 Call doctor and ask him symptoms of high blood pressure!
5:00 All Sales Personnel are needed on showroom floor. Sales Manager says, "We are going to have a lot party." Great finally something fun for today! I find out a lot party is where you rearrange all cars on the lot. You have got to be kidding!
5:30 to 9:00 work with customer on a new GMC Acadia--had trouble closing the deal and had to split with another salesman to close the deal. I was supposed to get off at 8:00, but at least I sold one. The other salesman tells me, "Your part of the commission is $50 dollars!
9:30 Go to Wal-Mart pharmacy to use their blood pressure machine
9:45 See your cousin that purchased a car from your dealership. Told him the car he bought had been wrecked! Maybe his blood pressure will be as high as mine.
The next time you go to your local dealership and it seems if all the salesman are not in the best of moods, realize customers do come first, but it could have been a rough day! Tomorrow, we will try again. No wonder so many car salesman have grey hair
Not sure who wrote this, but it just hit me right between the eyes... -
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Permalink Reply by Craig Lockerd on
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Thank you Tim...that was outstanding!
Tim Pendergast said:Here is something my wife sent to me to remind me AS A MANAGER, what my salespeople can go thru. Its funny but all you managers out there think about this when you do a sales meeting about the days when we sold cars...lol
So you want to be a Car Salesman! This is a day in the life of a Car Salesman that may not be so unfamiliar to other Salesman, but you must always keep a smile on your face.
6:00 Alarm goes off
6:00 Hit Snooze on Alarm
6:15 Hit Snooze on Alarm
6:30 Hit Snooze on Alarm
6:45 Wife punched me in back yelling "You are going to be late for work."
6:55 Stagger to bathroom to shower and shave
7:00 All the sales Guru's tell you to look yourself in the mirror and say, "I am GREAT!" "I am the BEST!" Maybe tomorrow I can do it without laughing.
7:30 Cant be late for work again, put shirt in dryer instead of ironing.
8:00 Leave for work to get there early, they tell me I will sell more cars if I am early.
8:10 Return home to get cell phone
8:30 Leave for work again after stalling for another 20 minutes
9:10 Walk into sales meeting 10 minutes late, Sales Manager makes an example out of me. Tells new Sales Reps that early birds always get the worm, bla, bla, bla. I got a worm for ya is what I wanted to say. He must have had knee pads on during his interview to get a Managers Job!
10:30 Finally get out of meeting after hearing the same story, "When I was selling cars...." When you was selling cars, you could get a homeless person approved for a loan.
11:00 Walk almost a mile around the car lot trying to shake off another negative meeting.
11:30 Finally have time to get a cup of coffee, this will surely make me feel better.
11:45 Sit coffee down outside to catch a customer--Reach to shake hands--customer says "I am not buying anything, I am picking someone up from your service Department." Ok, Ok, I guess you can do that dude!
11:50 Coffee should be cooled enough to drink-Forget about rude old man-Wow, coffee has a Cigarette put out in it!
12:00 Go to lunch to keep from strangling someone
1:00 Get back to work--Your cousin is talking to another salesman. (in car sales if a customer does not ask for you, it is not your customer.) Cousin sees you and says "I didn't know this was the dealership you worked at."
1:30 Salesman sales car to your cousin. Wow, I will never live this down, but try to lessen the impact by saying "it was a distant cousin," I have not seen them in years!
2:00 Catch cousin alone and tell them "Give me my house key, you are going to have to find you another place to live!"
2:30 Finally catch a customer that seems very interested in a GMC Yukon. After the test drive, the customer says, "My company is buying the vehicle for me and they usually get it directly from the factory, I just wanted to make sure I liked it."
3:30 Catch another customer that is very interested in a used car, test drive, write up, appraise trade, present numbers....Customer says, "I just got hired at XYZ Motors and they told me to mystery shop to see how the process goes. Thanks for your time." OH, not today! You may want to call XYZ Motors to come and get you because Its a MYSTERY as to where your trade in keys are!
4:00 Get paged to back lot (Customer Waiting) which is not uncommon, but it is about 1/2 mile walk and golf carts are nowhere to be found so take off walking. See Salesman hiding behind cars laughing because they made up the fake page!
4:30 Call doctor and ask him symptoms of high blood pressure!
5:00 All Sales Personnel are needed on showroom floor. Sales Manager says, "We are going to have a lot party." Great finally something fun for today! I find out a lot party is where you rearrange all cars on the lot. You have got to be kidding!
5:30 to 9:00 work with customer on a new GMC Acadia--had trouble closing the deal and had to split with another salesman to close the deal. I was supposed to get off at 8:00, but at least I sold one. The other salesman tells me, "Your part of the commission is $50 dollars!
9:30 Go to Wal-Mart pharmacy to use their blood pressure machine
9:45 See your cousin that purchased a car from your dealership. Told him the car he bought had been wrecked! Maybe his blood pressure will be as high as mine.
The next time you go to your local dealership and it seems if all the salesman are not in the best of moods, realize customers do come first, but it could have been a rough day! Tomorrow, we will try again. No wonder so many car salesman have grey hair
Not sure who wrote this, but it just hit me right between the eyes... -
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I'm pretty sure I knew this guy, a perfect example of "you will achieve what you believe".
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