mark rikess
  • Male
  • Los Angeles, CA
  • United States
  • The Rikess Group
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mark rikess's blog post was featured

Why Salespeople Have Such Low Productivity

According to NADA the average salesperson’s productivity is slightly less than 10 units per month. The Rikess Group works with two of the largest volume dealerships in the country, and they need to have a minimum of 80 salespeople on staff to hit their volume targets. With customers physically shopping less than two dealerships, it would make sense that productivity per salesperson should be rising; but it isn’t! Why? It’s because of a vicious circle anchored by high turnover and low…See More
Jul 28, 2018
mark rikess posted blog posts
Jul 27, 2018
Pat Kirley liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 8, 2016
Pat Kirley liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 8, 2016
Big Tom LaPointe liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 8, 2016
Big Tom LaPointe commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"I think the business is a vicious circle - there is a line of $14 an hour apple applicants because they get paid $14/hr - not minimum wage or less. Salespeople need to be 'managed' because they're not $30-50k per year independent…"
Apr 8, 2016
mark rikess's 2 blog posts were featured
Apr 6, 2016
Michael Abrams commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"Mark:   Terrific article.  Efficiency in processes is probably more important than efficiency in any other part of the dealership.  Empowerment of the sales staff not only makes the process more efficient, it should have a profound…"
Apr 5, 2016
Michael Abrams liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 5, 2016
L. Peranski liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 4, 2016
Robert Nolan commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"Mark: Great insight. There is nothing more frustrating than spending time (sometimes too much) with a salesperson only to have them leave for the "close" to take place with the sales manager sitting in a protected booth across the room. As…"
Mar 31, 2016
Jim Radogna liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Mar 30, 2016
Pat Kirley commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"I think Mark mentioned fun near the end. The fun has gone out of the business, it now a much more pressurised environment for sales people. Has the pressure driven up profits or volume, I don't think it has achieved the desired results.…"
Mar 30, 2016
Tom Gorham liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Mar 30, 2016
Mark E Fish commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"Yes it is true that a sales manager should be a coach, mentor, facilitator, a teacher. But most are not good teachers. That's a special trait.Most managers of our industry,have come from back grounds that you learn in the ditches, streets, and…"
Mar 30, 2016
Pieter van der Leest liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Mar 30, 2016

Profile Information

Which best describes you?
Trainer
What company do you work for (or own)?
The Rikess Group
What is your current position within your organization?
ceo
What is your company website?
http://www.rikessgroup.com
What is your Facebook page/URL?
http://vAuto; MPI; ResponseLogix; Digital Air Strike
What is your LinkedIn page/URL?
http://email or phone
How did you specifically hear about DealerELITE? If referred, who?
Brian Benstock
Not everyone gets approved for DealerELITE. To maintain the integrity of DealerELITE, tell us what you will have to offer once a dealerELITE member?
Auto industry veteran who's demonstrated the ability to create "leading edge" solutions

Mark rikess's Blog

Why Salespeople Have Such Low Productivity

Posted on July 27, 2018 at 3:45pm 0 Comments

According to NADA the average salesperson’s productivity is slightly less than 10 units per month. The Rikess Group works with two of the largest volume dealerships in the country, and they need to have a minimum of 80 salespeople on staff to hit their volume targets. With customers physically shopping less than two dealerships, it would make sense that productivity per salesperson should be rising; but it isn’t! Why? It’s because of a vicious circle anchored by high turnover and low…

Continue

Why Salespeople Have Such Low Productivity

Posted on July 27, 2018 at 3:43pm 0 Comments

According to NADA the average salesperson’s productivity is slightly less than 10 units per month. The Rikess Group works with two of the largest volume dealerships in the country, and they need to have a minimum of 80 salespeople on staff to hit their volume targets. With customers physically shopping less than two dealerships, it would make sense that productivity per salesperson should be rising; but it isn’t! Why? It’s because of a vicious circle anchored by high turnover and low…

Continue

The Auto Industry Needs a New Type of Sales Manager

Posted on March 28, 2016 at 2:50pm 5 Comments

Planning for Tomorrow, Today

 

I apologize in advance, as this column is going to upset a number of sales managers.

 

The biggest challenge most dealerships face is recruiting the Millennial generation who have the right skill sets to become true salespeople. 

 

There are a ton of qualified Gen Y’ers who could sell cars but choose less lucrative positions because they don’t like the traditional sales process and aren’t provided enough…

Continue

One Price Selling

Posted on March 9, 2016 at 4:24pm 2 Comments

One Price Selling – What Are You Waiting For?

 

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically not negotiating. You must price your cars to market to get leads. On the new car side, the customer is setting the prices. With new tools that allow prospects to literally buy the car from home, negotiating power is shifting to the consumer.

 

The number…

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