To me, it’s never about what’s new — it’s about what works. I may have never met your sales team or been in your showroom, but I know three things about your showroom without ever stepping foot in it:

· Your best salesperson spends more time in their office than anyone else.

· That same salesperson has more appointments than anyone else.

· Your best managers spend more time out on the showroom floor than anyone else.

When I walk into a showroom, if I see all the salespeople hanging around on the floor all day and their managers hiding out in their offices all day, it’s an underperforming store. This team’s game plan is sarcasm, boredom, prayers, meditation and wishful thinking, and their sales managers are just sales administrators. It’s in their offices where sales professionals make contacts, in the attempt to book appointments. And it’s on the showroom floor where sales managers can direct traffic, break bread and thank everyone for coming in or buying.

Salespeople: Ten fresh contacts a day keeps bankruptcy away, and appointments will set you free. Get a paper monthly appointment calendar and keep it open all day on your desk for subtle pressure and reminders about your week and month. Work hard to fill it up.

Sales Managers: MBWA, or “Manage By Walking Around.” I know you have tons of paperwork, but customers love to meet you and salespeople need to see you. Keep it in the front of your mind that no sales means nothing to manage — and no job for you.

F&I:  GOYA, or “Get Off Your A..,” well, you know. With luck, every customer on the floor will end up in your office. Break the ice and just say “Hi,” to every customer randomly, early and often and watch your turn time drop and your income rise.

Come on everybody — it’s a sales team, remember? Get off your ass-ets and make it happen.