Salespeople face a variety of obstacles in their day-to-day work, from customers looking to get the rock-bottom price to slow sales days to no-show appointments. The ability to maintain a positive mindset is crucial to finding success in sales. While the individual is ultimately responsible for his or her own attitude, management can help to create a supportive, positive atmosphere as well. We recently sat down with Jeremy Todd, sales manager of a western North Carolina dealership, to discuss the role of morale and positivity in the automotive sales game.
Terminating someone is never pleasant and not to be taken lightly. As a former service manager, I only had to fire one service advisor — and I did not make that decision lightly. However, in most cases it is the employee’s choice to get fired. What do I mean? Certainly it’s the manager’s responsibility to train employees and develop processes. But anyone with experience in training will tell you that some people refuse to follow processes, refuse to try new things and refuse to step outside of their comfort zone. Employees often resist change because they think their way is best, they have of the fear of failure or they just don’t care enough about their performance to make the effort. It is their choice.
Each year, the turnover rate for dealerships continues to increase. In 2013, the average dealership saw a 66 percent turnover rate among sales consultants, well above the national average for the private sector of 42 percent. As of 2015, that number has risen to 71 percent. Regardless of the cause, high turnover rates are both disruptive and costly for dealerships. From lost productivity to wasted training costs, it’s crucial for dealerships to hire credible candidates.
Many times, dealerships are quick to look to external candidates to fill the void of a lost employee or a new role. The search can be lengthy and tiring — not to mention risky.