By Joe Verde
Yes, I know that working with some of your salespeople is just an absolutely painful experience. Some resist everything you try to teach them.
Having said that – the group of people you have out there in sales is all you have standing between keeping the doors open and being profitable, and having a chain link fence around the place with a ‘for sale’ sign on it.
Think about this – if only 3% of all the people are self-motivated, self-starters, what % are not self-motivated? 97%
Have you ever taken one of those 97%’ers who wasn’t producing (who every other manager wanted to fire on the spot) under your wing? Most of you have. You said, “Give me that guy and I’ll make him or break him.”
Then after you took that 97%’er under your wing and started working them ‘hands-on’ every day, what happened? They got better, and better. And now some of them have become great salespeople, managers and even dealers. All of that happened because they finally got the extra attention they needed to improve.
Why You Should Care
Every dealer is paid based on net profit and every manager’s pay is directly tied to production in some form (units / gross). That means you’re dependent on those unmotivated and untrained salespeople for your paycheck.
As I see it, you only have 2 choices:
- Take every one of them under your wing, and just like you did with that salesperson everybody wanted to fire, make it your mission to make each one productive and growing.
- Do nothing.
- If you choose this option, you can expect a ton of frustration every day as you watch deals that could have hit the board end up down the street.
- You can expect constant complaints from your low achievers about your dealership not advertising enough to put more people on the lot (to make up for their poor skills).
- You can expect that your gross on every unit will be low, and that your CSI will always be a challenge.
- Most important, based on your history of who you hire, and how you train – when you replace each of those 97%’ers, you’re almost guaranteed to end up with another one just like the one you fired.
So what’s the solution?
You can’t hire your way out of this problem – but you can train and manage your way through it.