If a salesman doesn't T.O. , short cuts the steps of a sale , has no appointments, and doesn't do Birthday cards, they control your pay check. So what do you do next when you want to change?                                                                First make a decision that this is going to change and it is up to you. Get the owner or GM to back you before you start or it is an up hill battle for sure. Have a meeting to get everyone on the same page. Use some kind of a desk log that has all the steps of the sale on it and ask the sales reps did they do the steps BEFORE you work the deal. If there is a no STOP and go complete the steps or don't work the deal.                                                                                             As a former GM I have a good side and a bad side. Do what is required and you are on my good side. Don't do what is required and you are on my bad side. It's that simple and it's just a business and we are going to run it like a business. I won't talk to you like a child and you won't act like a child in the store.                                                                        You can't blame sales reps if they continue not to do the basics when managers are in charge. Here is where a big hug and a few small bonuses will help you get back on track. Never let the sales reps control your pay check.