Monday, February 25, 2013

What Happened to Managers Training Salespeople?


Did you watch Car Lot Rescue on Spike TV last night? I did - it was both entertaining and inspiring!
As one who trains Internet Sales Departments in auto dealerships, it reinforced to me that without a well-trained, motivated sales team who have a positive attitude, it doesn't matter how much money a car dealership spends on advertising or how good their business development center is at bringing prospects through the door. The customer experience when they arrive will be lacking. Lack of product knowledge, combined with a lack of sales training from management, seasoned veterans and experienced trainers leads to inferior results and people turning over.
By the way - Claude, the Sales Manager, who Tom ripped into for not training his salespeople, was actually my GSM at the first dealership I worked at, 13 years ago. We had an EXTENSIVE new hire sales training program at the time, in which Claude participated, but ownership had been instrumental in ensuring that it happened.
It wasn't so long ago that salespeople couldn't work with a customer by themselves for at least 4 weeks - until they PROVED they could be a professional, but that practice is now long gone. For those who weren't around the business then or forgot, here's how it worked:
Adam Ross is the Managing Director of Infinite Prospects, Inc. Adam is a seasoned veteran of the car sales industry who has more than 12 years of Automotive Internet Sales experience on both the dealer and vendor side, and educates car dealerships on maximizing sales and fostering relationships through technology. Adam has thousands of connections in the automotive industry. From lead generation websites, to implementing best practices for following up with prospects and closing appointments that lead to sales, Adam is the person you want to lead you through the technology landscape. He'll help you select the best sales technology for your car dealership, get your team running at top efficiency using the tools necessary for success, and maximize the capabilities of the solutions you already have in place. Contact Infinite Prospects at (201) 448-7253 to speak with Adam.
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Infinite Prospects - Online Solutions for Car Dealerships (201) 448-7253
Posted by Infinite Prospects at 4:29 PM
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4 comments:

  1. UnknownOctober 1, 2013 at 11:11 PM

    This comment has been removed by a blog administrator.

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  2. UnknownOctober 9, 2014 at 2:36 PM

    I think people have realized that they can completely ignore salespeople and so they quit training as much. I think the cars really sell themselves. You don't really need anyone there other than to answer questions and do paperwork. My friend is a used car dealer and he tells me all the time that the cars sell themselves.

    Zach | http://www.buyherepayherekc.com

    ReplyDelete
  3. UnknownFebruary 26, 2015 at 7:41 AM

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  4. UnknownJune 6, 2015 at 1:42 AM

    You are a really very smart guy! What a beautiful way you have adopted of explaining every aspect of the post. insurance quotes by vin number

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