What have you done today?

When I visit dealerships to train new hires on techniques and software, I can tell that many of these dealerships could do so much better if they just did a few minutes of training everyday. Just yesterday, I was at a store with a new sales manager… I was there to get him up to speed on their desking software. He was using the “smile face sharpie” technique of desking deals.  Because he was new, I cut him some slack.   

After he finished an advertisement and other “busy” work, we finally sat down 2 hours after I arrived.  I don’t make this point to say my time is more important than his, but instead to illustrate that training wasn’t anywhere near the top of his list! As usual, he became very excited about this software and made the same comment everyone else does… Something about how much more money he would have made last month if I had arrived earlier.  No disrespect to that dealership, but if training were a key part of the store’s culture, said new manager would have been properly trained on day 1.  Not doing so cost them money. Read more…

For Salespeople daily, managers, sales training

You don’t need me to tell you that times are not as good as they have been in the past.  The silver lining in this cloud is that a our areas of improvement are now glaringly apparent for both salespeople and sales managers.  Since the direction in most dealerships is a top-down issue, we’ll focus on the managers in this discussion.

Let’s take a look at a typical desk manager’s daily routine… Read more…

For Managers desk manager, low ball, managers, negotiate, roam the lot, roll play, salespeole turnover, training