Revving Up Your Sales Engine: Salespeople

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.

What is the retention rate for your sales team over the last 6 months?
Working to increase employee retention will have a direct correlation to your repeat and referral business. Auto Dealer Monthly has some great tips on how to attract and retain the best employees.

What is the average number of sales per month for each team member? 
To increase the average units per salesperson, managers should hold regular one-on-ones with each team member. Coaching based on individual strengths and weaknesses will improve each salesperson's production.

Is your current staff size capable of hitting your goals?
Based on your floor traffic, are your salespeople talking to enough prospects to reach monthly targets? Are they overworked or underworked? Remember, to reach 10 sales per month, each team member should be talking to roughly 50 prospects (NADA, 2012).

Do you have a weekly training program in place? 
Every team member needs to sharpen their saw on a weekly basis. Even one skill reminder can help close an extra deal or two.

What percentage of customers are introduced to a manager (T.O)? 
Salespeople should be encouraged to T.O. to a manager every chance they get. Many times it is just a new voice saying the same thing that closes the deal today.

Try improving in just one of these areas this month and see how many more deals you make!