How to Interview Salespeople
Dealers are struggling to fill sales positions, according to the NADA 2018 Dealership Workforce Study. Total sales consultant turnover is at 80 percent, and hiring efficiency is 46 percent, which means dealers need two new hires to find the right sales consultant. Additionally, 42 percent of sales consultant terminations happen within the first 90 days.
How to Connect With More Customers
Car sales are not about standing around, waiting for ups. It’s about being proactive, not just with new leads coming in but also with the customers sitting in your CRM. If you’re not data mining, you’re wasting an amazing opportunity.
What to Look for in a Digital Retailing Solution
Dealers should be aware that some third-party solutions are designed to cut your dealership out of the process with a model that allows customers to build their own deals on a Website (not your Website), then essentially sells you the “deals” as leads.
The 80/20 Rule for Sales Training
I have always been in sales, but I can’t remember the last time I used a closing phrase. If I do my job well, the customer should be asking me to buy. If I have to rely on a memorized word track to try to close a deal, then I have failed.
Leadership Legacies: Why Great Leaders Mentor Instead of Manage
Put yourself in your team’s position for a second. Think about everyone you’ve worked for with the word “manager” or “director” in their title. Now think about those who have had the most significant impact on your professional and personal life.
Kendall Toyota Sets Its Sights on No. 1 By Integrating Processes to Better Focus On The Customer
Being second place in a competitive market is a goal many dealerships would love to be able to claim for themselves.
For Kendall Toyota in Miami, Florida, however, that’s simply not acceptable.
For many years, the dealership sat atop the perch in Toyota sales in their marketplace. Through changing circumstances — including the opening of its sister store West Kendall Toyota — Kendall recently slipped to the second spot. This served as a wake-up call for the dealership’s management to examine their processes and methods and to put plans in place to regain that title.
Get Up and Go: Management by Walking Around
“The MBWA philosophy helps you grow relationships with every member of your team. It also creates an opportunity for you to connect with them on a regular basis and gain valuable insight into the inner workings of every department of the dealership.”
