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Permalink Reply by Dallas Dodge Chrysler Jeep on July 16, 2010 at 10:31am

Yes, business is slower than it has been in previous years, but this is when we as managers have the opportunity to seperate the sales guy from the true professional. Personally, I never could sit around waiting for something to happen and I think a real pro feels the same. It is easy to complain that you are not in control of your own destiny, your own income. It is not as easy, however, to find ways, work hard and create that car deal out of something other than the person who just happens by that day. Put cars up on Craigslist or any one of about 10 other free classified sites, call old customers, say hello, touch base, I guarantee one of them will just happen to remember that someone they know is looking for a car, ask the GSM for an orphaned customer list, hell I could go on and on. I think the problem has become that the sales person of today is just not trained properly. They dont know how to prospect, just sit back and complain that the dealer does not do enough advertising etc. Bottom line, it does start and end with us as managers. My Interent dept gets upwards of 325 good leads a month for 4 dedicated sales people, each of them is also required to make at least 10 calls a day to orphaned owners and touch all thirty, sixty and 90 days leads at least once a week. This ensures a funnel of business when things get slow.. bottom line, the sales people upfront need to do the same and all of a sudden business wont be so bad anymore..

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Permalink Reply by Brent Abdulla on July 16, 2010 at 11:47pm

As Joe Verde says "Go To Work To Work"! I met with a retail salesperson who was sitting on 21 units yesterday July 15th. Last month he put 45 on the streets. The other salespeople were standing on the point wondering what they were going to have for lunch, while Henry was talking with customers in the service lounge, in the parts department, in the body shop and on the phone. I was in the store for 8 plus hours and I saw him sitting at his desk writing up at least five people during that time. The other salespeople would come into the office, log the "Up" and say; "Oh they left and will be back." There were 5 salespeople and 1 of them was doing 80% of the business. The old 80/20 Rule known as the "Pareto Principle." The sad part is America and our automotive industry settles for too much mediocrity these days. So what are we/you going to do to instill the qualities that brought you to reading this into another Henry? The other 4 salespeople aren't logged into DealerElite...you and I are.

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Permalink Reply by Skip Shakely on July 24, 2010 at 4:13pm

All great points. Is this because most of the managers in the business today were never tought to build a client base and then develop that base over the years? I was tought that I had to have a 5 year plan to not have to wait for the up bus. I built a client base and in 3 yrs worked by appointment only. Didn't have to work Saturdays (did most of the time tho) and didn't have to work past 6:00 most days (although i did most days). Just my 2 cents

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Permalink Reply by Jon 2Tone Smith on July 26, 2010 at 1:13pm

Great points. I wrote a blog earlier on my profile that talks about a lot of this I'd post it but it's a repeat, if you have time read it and let me know what you think. I'll add my 2 cents to the question though, maybe a few points that have not been touched on. "You get what you put in". As sales consultants whether you are or were are blessed, blessed with the opportunity to be self-employed with the perks of free power, inventory, phones, office, training etc. all you have to do is listen, not get too smart for your own good and make it happen. Problem is as managers some of us (and I have been guilty of it before) allow our sales consultants to fail, that is not the sales persons fault..it is our faults as managers. We need to train, reprimand and reward, and do the things needed to ensure success in the highest levels. Do not accept failure of anykind. You are not just a manager because it says so on your business card, you are a leader, a leader of valued people. Be a star, do not accept failure. If you are not taking a turn or having a qualified ast manager take a turn on every customer that is a huge mistake $$$. (refer to my blog today to get more of an explanation). One way that I create business for the dealership that most has never done in the past that I know of...every month I get a copy of all early payoffs, chargebacks, and so on...I call every one of them to discuss why they cancelled, what happened why the early payoff and etc. That creates business, some have no payment(no negative equity) and so on. To some of my way of thinking...if you create more points of contact then the people around you, you are going to succeed. Your dealership is as strong as its weakest link.

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