When bsueinss is good..standards often fall

A very interesting dynamic occurs when business is good...standards of performance often fall and many managers back away from managing performance. They just let people do what they do and try to keep up with penciling deals and managing inventory. After all...sales and profits are good.  However, when business is not good, then everyone starts to look at ways to improve standards because at that point every deal matters. However then it is too late.  Traffic has fallen off and the challenge turns to getting customers into the dealership.


What are your standards for optimizing each and every customer opportunity? How do you ideally want a customer greeted? What are your steps to the sale? How do you want customers to see your dealership and the people who represent your dealership? What is the experience you envision every customer to have when they walk through the front door of your dealership? Are your standards being upheld and even exceeded? Or are you allowing people to do what they do, because you are too busy to change it? A tough question and one I hope does not offend anyone reading this.


I hear It often: “we are too busy to engage training and improvement...everything is good. We do training when we are not so busy”. The fact your showroom is busy more than likely has very little to do with how well your sales staff is doing, because more than likely the customers are coming in because of an advertising campaign you are running, or your BDC is doing a great job of getting customers to come in, or your manufacturer is running a great incentive.


Shouldn’t your sales staff be the most dialed in when business is good? More customers simply means more opportunities to succeed, or fail at selling a vehicle and developing a successful and long-term relationship with a client.


Right now with traffic good, interest rates good, incentives good and buyers buying...make sure you have the right people, doing the right things and consistently presenting themselves, your products and your dealership in the absolute best light. It will make a difference in sales revenues today and in the future.


Expecting your sales and service staff to perform at their absolute best does not just happen because it is important. It takes commitment, planning, training, practice, coaching and management.  And that all takes time.


If you have the resources to raise the bar on performance now when it really matters...do it now while your showroom has good traffic.

Need help...call me.

Joseph Rosales

The Sales and Service Coach


Medford, New Jersey

Views: 48


You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Latest Activity

Scot Eisenfelder posted a blog post
21 hours ago
Bill Wittenmyer posted a video

Freebie Friday: Persistence Pays Off

VP of Sales CDK Global Bill Wittenmyer shares why persistence is your best ally towards productivity in this Freebie Friday.
22 hours ago
Andy Church posted videos
22 hours ago
Reynalda Lor posted a discussion

KeepTruckin ELD Vs. Omnitracs ELD

Greetings!We recently purchased 2 trucks for commercial transportation purpose an now, looking for…See More
23 hours ago
Jim Flint posted a blog post

Can Vendor Partners Predict Sales?

Are the hottest models, too hot to the touch?See More
23 hours ago
Brian K. Cline posted a blog post
Jim Leman posted a video

Rapid Recon with Jason Church, GM, Courtesy Volvo of Scottsdale

Auto dealer Jason Church discusses how Rapid Recon workflow software reduces time to market to improve used car profitability.
Erik S. Nachbahr posted a video

How to Evaluate IT Solutions for Your Dealership

Helion Technologies Founder & President Erik Nachbahr shares some tips on what dealerships should be looking for in an IT solution for their dealership.
Dean Martin posted a blog post
Cory Mosley posted a video

Online Sales Success Workshop - Tim Cox of CarNow

The super smart and hilarious Tim Cox joined me for a quick video chat about the state of the digital car business and some of the things he will be covering...
Mike Esposito posted a blog post

Auto/Mate Integrates DMS with MacroFile Electronic Document Management System

Albany, N.Y. – May 22, 2019 – Auto/Mate Dealership Systems announced today it has successfully…See More
Timmy D. James posted a blog post
Mike theCarGuy Correra posted a video

The Importance of Doing Social Media the Right Way

DealerBuilt Account Manager Mike Correra explains why dealers should focus on the right things on social media for their presence to be effective.
Damian Boudreaux posted a blog post

Value Your Company

We want you to be profitable and proud of what you do. We want you to have all the success that you…See More
Black Book posted a blog post

Stable Market Except for Luxury Vehicles

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car…See More
Cory Mosley posted videos
Walter McNulty posted a status
"If you are in need of any of our services please contact me today! www.pdsforyou.com"
John Sternal posted blog posts
Erik S. Nachbahr posted a blog post

Helion Technologies Becomes a CIS SecureSuite Member

Timonium, MD –­ May 21, 2019 –­ Helion Technologies today announced it has become a CIS…See More
Simon Hopes posted a blog post

3 Tips to Sell Luxury Cars on the Internet

Luxury cars is a consumer good present on the wish list of much of the population, currently the…See More

Get Newsletter

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service