If an automotive dealership has 15 sales people, 3 of them are top performers, 7 of them do a good job and the bottom 5 are a “revolving door”.
Does this math sound familiar?
Based on my personal experience as a salesperson and manager during my career I can assure you it doesn’t have to be that way at all!
Let me explain, when I started my automotive sales career over 15 years ago I couldn’t close a paper cut but I could make a friend! I was fortunate enough to work for a true leader who was hands on and lead by example. This allowed me to build and develop relationships with my customers that afforded me the patience from them necessary for me to succeed as I developed my abilities.
Developing in this type of environment was not only easy, it was effective. I learned daily through watching and listening to my leader as he constantly fed me information. This experience provided me with the ability to create winning sales teams when I entered into management. I hired individuals who possessed the character traits I had when I started my career and provided them with all the information necessary to succeed while leading by example. What I have learned has allowed me to put the revolving door to death.
My NADA 2016 session “Staff Solutions: Loose the Band-Aid, Stitch the Wound” will bring death to your “revolving door” while breathing life into your sales floor! Be There!
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