Leadership and Sales Management
Much like a student, salespeople require guidance, instruction, motivation, and understanding. Ideally, they come to work just as much for an education as they do a paycheck. The dealership sales manager of today plays a pivotal role in their development and growth. In school, students learn from the resources they receive, but also from the… Read more »
Leadership and Sales Management
Nearly five months into the COVID-19 world and everyone is taking a cough-free breath of mildly tainted air. While the most uncomfortable news dominates every media channel, countless workers face their own worst fears when it comes to their livelihoods. Compounded by civil unrest and endless uneasy revelations, many find themselves contemplating the very deepest,… Read more »
Leadership and Sales Management
Thirteen years ago, I embarked on a new career adventure. I accepted a work from home position, involving “some travel.” At the time, I was commuting 100 miles per day, and routinely working 50-60 hour weeks. With a baby on the way, this seemed like a blessing from heaven. I mean how hard could it… Read more »
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Leadership and Sales Management
Some things just get under my skin. While visiting our dealer clients, I see managers using their own salespeople to run errands, do chores, or pick up lunch. Managers don’t want their sales team to be order takers, yet they treat them like servants for their own benefit. Salespeople feel they’re just being of service,… Read more »
Leadership and Sales Management
You’re probably thinking to yourself oh, great another essay on making gross. Well, you’ve come to the wrong place. That path is too well worn. And, frankly, giving away too much gross is the least of your worries. Most dealerships are giving away their very business, one piece at a time. The same people who… Read more »
Competitive Edge,Leadership and Sales Management,Sales Training
Rarely do I feel better when leaving a stage than after having performed comedy. While I like to believe all of my presentations are entertaining or funny, I feel when an audience knows the purpose of a performance is to instill laughter, everyone has a better time. Incorporating in the core values of improvisation (or… Read more »