Leadership and Sales Management
I have been beating this drum for several years. The sales manager position at a dealership will single-handedly determine the profitability of the front end of your store. And yet, while it is incredibly important, the core duties of the position can be simplified down into only five responsibilities. (Only 5, you say? Yes, I… Read more »
BDC and ISMs, Leadership and Sales Management
The amount of work thrust upon the contemporary Internet agent has increased dramatically over the past five years. It’s not enough to simply email and call a potential customer after they had just submitted a lead submission form. Now they need to text, shoot walk around and intro videos, then text and email those videos,… Read more »
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 »
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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 »
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 »