Hiring and maintaining a strong sales staff can be one of your greatest challenges as a manager. And with the available pool of talent shifting to a new generation - Generation Y - the old ways of doing business are changing. Gen-Y employees require different approaches to attract, retain, and motivate them within your dealership.
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Last Friday, my good friends Tom and Tina asked me to help them lease a new car. The plan was to turn in their leased 2010 Acura MDX with the tech entertainment package for a new Honda Odyssey Touring Elite to accommodate their growing family. Having been a sales manager for eight years at a top-100 dealership before starting Daily Gameplan, I agreed to tag along to make sure they were getting a good deal. This is what happened:
The process by which you set, confirm, and follow-up with appointments is vital to your store's success. Having a consistent and visual method makes sure that everyone is on the same page and can add a few extra deals each month.
Managers are the driving force behind the sales engine. It is their passion, motivation, and attention to detail that keep the deals flowing and their teams rocking.
In order to get the most out of your sales engine, you need all cylinders - salespeople, managers, CRM, traffic, and every other component - firing in unison. This month, focus on your most important cylinder: your salespeople. Use the questions below to determine how well your dealership manages its salespeople. Be as honest and impartial as you can.
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