Replies to This Discussion

Permalink Reply by Ernie Kasprowicz on October 12, 2010 at 10:07am

The key word that catches my attention in the gentleman's comment was the word consistent. Considering the world in which we live in where everything is coming at us so fast and our attention spans seeming shorter and shorter it would seem to be a better proposition to put in place an unending training process for all departments within the dealership. I don't think I have ever heard a salesperson say they were over prepared. Whether we train daily, weekly, three times a week or some other structure the investment in time will pay off. Keep the session brief, quick hitting and related to one aspect of selling or service. Consistent and well planned preparation over a continued period of time will certainly produce positive results.

Permalink Reply by NANCY SIMMONS on October 12, 2010 at 10:13am

Rick...The term for this thread is...Say it ain't so... LOL

And Yes, sadly for all...it is still happening! A new salesperson is scared, frustrated, anxious, insecure, second-guessing whether they should have entered this industry... Why? Lack of confidence rooted from Lack of Training!!!!


Richard Emmons said:

Dealers still do spend thousand of dollars on newspaper and on line ads to attract applicants to interview for a sales position. The ads read (typically) Up to $100,000 a year income, 401K, Medical, dental, 5 day work week, sign on bonus. Than the big boom! "No experience or training required" We train... Do they? Sure! "Go upstairs to the conference room and watch those____ CD's when you get done with 1-4 come down and tell me what you have learned." "I am rapped up in a deal now go out and drive all the new cars, walk the lot, sit with Frank he has been here 5 years, go watch 5-8 CD's I will spend some time with you tomorrow." Tomorrow comes and after 5 minutes of one on ones the phone rings with a service, F&I, office call, heat case, unwind or a new deal starts working. "Go shadow Frank" "Watch those CD's again." The question is, how do we change this mindset? How much money is spent before these people quit? How could they be anything but afraid when they take there first up? Does this still really happen? "TELL ME THIS ISN'T TRUE!"

Permalink Reply by Craig Lockerd on October 12, 2010 at 10:24am

..Wow "never heard a salesperson say they were over prepared"......that is SO TRUE!
Ernie Kasprowicz said:

The key word that catches my attention in the gentleman's comment was the word consistent. Considering the world in which we live in where everything is coming at us so fast and our attention spans seeming shorter and shorter it would seem to be a better proposition to put in place an unending training process for all departments within the dealership. I don't think I have ever heard a salesperson say they were over prepared. Whether we train daily, weekly, three times a week or some other structure the investment in time will pay off. Keep the session brief, quick hitting and related to one aspect of selling or service. Consistent and well planned preparation over a continued period of time will certainly produce positive results.

Permalink Reply by Richard Emmons on October 12, 2010 at 11:37am

Richard Emmons said:

Dealers still do spend thousand of dollars on newspaper and on line ads to attract applicants to interview for a sales position. The ads read (typically) Up to $100,000 a year income, 401K, Medical, dental, 5 day work week, sign on bonus. Than the big boom! "No experience or training required" We train... Do they? Sure! "Go upstairs to the conference room and watch those____ CD's when you get done with 1-4 come down and tell me what you have learned." "I am rapped up in a deal now go out and drive all the new cars, walk the lot, sit with Frank he has been here 5 years, go watch 5-8 CD's I will spend some time with you tomorrow." Tomorrow comes and after 5 minutes of one on ones the phone rings with a service, F&I, office call, heat case, unwind or a new deal starts working. "Go shadow Frank" "Watch those CD's again." The question is, how do we change this mindset? How much money is spent before these people quit? How could they be anything but afraid when they take there first up? Does this still really happen? "TELL ME THIS ISN'T TRUE!"

Permalink Reply by Richard Emmons on October 12, 2010 at 11:38am

NANCY SIMMONS said:

Rick...The term for this thread is...Say it ain't so... LOL

And Yes, sadly for all...it is still happening! A new salesperson is scared, frustrated, anxious, insecure, second-guessing whether they should have entered this industry... Why? Lack of confidence rooted from Lack of Training!!!!


Richard Emmons said:

Dealers still do spend thousand of dollars on newspaper and on line ads to attract applicants to interview for a sales position. The ads read (typically) Up to $100,000 a year income, 401K, Medical, dental, 5 day work week, sign on bonus. Than the big boom! "No experience or training required" We train... Do they? Sure! "Go upstairs to the conference room and watch those____ CD's when you get done with 1-4 come down and tell me what you have learned." "I am rapped up in a deal now go out and drive all the new cars, walk the lot, sit with Frank he has been here 5 years, go watch 5-8 CD's I will spend some time with you tomorrow." Tomorrow comes and after 5 minutes of one on ones the phone rings with a service, F&I, office call, heat case, unwind or a new deal starts working. "Go shadow Frank" "Watch those CD's again." The question is, how do we change this mindset? How much money is spent before these people quit? How could they be anything but afraid when they take there first up? Does this still really happen? "TELL ME THIS ISN'T TRUE!"

Permalink Reply by Richard Emmons on October 12, 2010 at 11:39am

Richard Emmons said:

NANCY SIMMONS said:

Rick...The term for this thread is...Say it ain't so... LOL

And Yes, sadly for all...it is still happening! A new salesperson is scared, frustrated, anxious, insecure, second-guessing whether they should have entered this industry... Why? Lack of confidence rooted from Lack of Training!!!!


Richard Emmons said:

Dealers still do spend thousand of dollars on newspaper and on line ads to attract applicants to interview for a sales position. The ads read (typically) Up to $100,000 a year income, 401K, Medical, dental, 5 day work week, sign on bonus. Than the big boom! "No experience or training required" We train... Do they? Sure! "Go upstairs to the conference room and watch those____ CD's when you get done with 1-4 come down and tell me what you have learned." "I am rapped up in a deal now go out and drive all the new cars, walk the lot, sit with Frank he has been here 5 years, go watch 5-8 CD's I will spend some time with you tomorrow." Tomorrow comes and after 5 minutes of one on ones the phone rings with a service, F&I, office call, heat case, unwind or a new deal starts working. "Go shadow Frank" "Watch those CD's again." The question is, how do we change this mindset? How much money is spent before these people quit? How could they be anything but afraid when they take there first up? Does this still really happen? "TELL ME THIS ISN'T TRUE!"

Permalink Reply by aaron kominsky on October 12, 2010 at 11:39am

Craig Lockerd said:

In your experience Aaron what % of dealerships truly train on a consistant basis?
aaron kominsky said:

How in the world can you as a dealer hire people and not train them? That's like a quarterback with no offensive line to protect him that's absurd. The statement why should I train them and they go daown the street well if you don't you have absolutely ruined the possibility that these salespeople or even mgmt can not only become loyal, but winding up being a rockstar salesperson/mgr. Again you are doing a dis service to yourself as well as the people you've hired . My question is Why hire anyone and not develop them, Look it's plain and simple , if they aren't trainable then you terminate them. In the meantime spend the money , train them properly and be consistent with development. Provide all the tools and most likely your investment will pay off. Hire people with DRIVE, and a great ATTITUDE!

Permalink Reply by aaron kominsky on October 12, 2010 at 11:46am

Over the yrs it has gotten worse , some dealers in this country feel training is of the upmost importance in all phases of the dealership. On the other hand some believe it's do or die . well I think they close up shop or relinquish their dealership to someone who is willing and able to committ to ongoing daily mgmt and sales training done from an outside source, then when the mgrs know the procedure to train (lol)it should ibe enforced daily . So in my estimation I'll say around 15 to 20% and I think that may be high ,of all dealerships with a new car franchise shingle train on a consistent basis . That's exactly what's wrong in the car buisness , Dealers hire guys like us to come in and train, we apply all our teacing skills to both mgmt an sales only to see most of it go in one ear and out the other . WHY? Dealers are not committed , Gm's l are not either . so if they're not how in the heck are mgrs and salespeople going to be . It's monkey see monkey do

Permalink Reply by aaron kominsky on October 12, 2010 at 11:50am

aaron kominsky said:

Over the yrs it has gotten worse , some dealers in this country feel training is of the upmost importance in all phases of the dealership. On the other hand some believe it's do or die . well I think they close up shop or relinquish their dealership to someone who is willing and able to committ to ongoing daily mgmt and sales training done from an outside source, then when the mgrs know the procedure to train (lol)it should ibe enforced daily . So in my estimation I'll say around 15 to 20% and I think that may be high ,of all dealerships with a new car franchise shingle train on a consistent basis . That's exactly what's wrong in the car buisness , Dealers hire guys like us to come in and train, we apply all our teacing skills to both mgmt an sales only to see most of it go in one ear and out the other . WHY? Dealers are not committed , Gm's l are not either . so if they're not how in the heck are mgrs and salespeople going to be . It's monkey see monkey do

Permalink Reply by aaron kominsky on October 12, 2010 at 11:52am

does anyone really know what it costs to train someone or not train someone I don't care if it's the Gm GSM sales mgrs or used car mgr they all need it we need it too anyone who thinks they are too good to learn should pack it up and go sweep floors

Permalink Reply by Richard Emmons on October 12, 2010 at 11:55am

Thanks Nancy. Comptrollers always have to keep me on track. I was more hitchhiking on the. Quote.

Please Mr./Mrs. Dealer or Manager tell me this isn't true! Please share with dealerELITE what your dealership is doing in regard to ongoing development that is gaining additional market share for your dealership.Please tell me how your developing future management with every salesperson you hire.We agree that salespeople are the oxygen and water dealerships must have to breath and drink, to stay alive and thrive..............correct?

The fact that all this money is spend before they are even hired and before they ever talk to a customer. There is typically no structured plan upfront to help them have a shot to survive let alone thrive. Reality does dictate that store managers do not have the want to make the time. Say It Ain't So, Joe

Permalink Reply by Craig Lockerd on October 12, 2010 at 11:57am

Right as rain Rick!
Richard Emmons said:

Thanks Nancy. Comptrollers always have to keep me on track. I was more hitchhiking on the. Quote.

Please Mr./Mrs. Dealer or Manager tell me this isn't true! Please share with dealerELITE what your dealership is doing in regard to ongoing development that is gaining additional market share for your dealership.Please tell me how your developing future management with every salesperson you hire.We agree that salespeople are the oxygen and water dealerships must have to breath and drink, to stay alive and thrive..............correct?

The fact that all this money is spend before they are even hired and before they ever talk to a customer. There is typically no structured plan upfront to help them have a shot to survive let alone thrive. Reality does dictate that store managers do not have the want to make the time. Say It Ain't So, Joe

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