The predetermined path for sales professionals has long been to move up into management. There have been movies demonstrating this inherent desire to climb the company ladder. Those who take their first automotive sales job are often wide-eyed to the ways of the industry, but they all know they’d like to step up into management. They don’t know how to nab that promotion, but they are instructed to believe it’s the next logical step in their evolution as an adult.
In the automotive industry, at the average dealership, there are countless management positions for which to move up into. Sales Manager, Desk Manager, Finance Manager, General Sales Manager, General Manager, Inventory Manager, Social Media Manager, Business Development Manager, Marketing Manager, and a hundred other similarly named roles. Yet, there are far more people listed as “Salesperson”. They don’t wear the title as a badge to respect, but rather as a cloak until they can tag themselves with the title of manager.
One problem that exists is how many believe any success as a salesperson entitles them to a job as a manager. (It doesn’t.) A bigger problem is they look at what they do as a job rather than a career. Most don’t recognize that, to be worthy as a manager, they must first have made “salesperson” their career. Regardless, though, there are steps that salespeople can take to put them in the best position to win that sales management promotion.
Here are the 5 ways to go from an automotive sales job to a career in sales management:
- Love being a salesperson
This is hard for many. As I mentioned, too many love the money they make as a salesperson, but feel shame for carrying the title. Yet, it is hard to be a good sales manager if you don’t love and respect the role of those you manage. You need to love what you do in sales before you get to like what you do as a manager. - Be the example
Don’t act like a superstar. Act like an A.I. version of the perfect salesperson. Limit the drama, the back-talk, the braggadocio, and the belittling of your coworkers. Go about your business in the best way you can, following company lines, pulling in the same direction as management, and being a model of an employee that does the right thing all the time. And enjoy being the example (see #1). - Accept the role of mentor
At one point in every quality salesperson’s career, they’re asked to mentor a shadow. When a new hire enters the industry, management wants them to learn from the prototypical, by-the-book example of a salesperson (see #2). Take the role of mentor to every shadow as an opportunity to prove your worth, and build credibility in yourself as a leader. (Those who haven’t been asked to shadow, ask yourself, do they not think you are worthy of building people into valuable team members? Isn’t that exactly what a good sales manager does?) Yearn to mentor others and bring them up when they enter the industry. It is quintessential for managers to build a strong sales team, and you want to be a part of every salesperson journey to greatness if possible. - Ask for the parameters and the pathway
Organizationally, your dealership should already have a written, documented path they share with sales professionals detailing what specific performance metrics one must be achieving consistently before being considered for management. This can include being a mentor to new hires that have grown into their roles (see #3), achieving a certain sales volume regularly, maintaining top level CSI, minimizing gossip/drama, having customers that love you, and being punctual with limited complaints. Regardless, if your dealership hasn’t done this, ask if they can lay out a list of what they look for when considering candidates for management (provided they prefer to hire from within), and what path or order of promotion the dealership has in their hierarchy. - Tell ownership and executive leadership you want to be considered
Asking for what it takes to be considered (see #4) isn’t enough by itself. Be direct and clear. Don’t be entitled. Simply state, without beating a dead horse, that it is your goal to stick with this company and your desire to grow into a manager where you can give back to others like it. You need to let them know you’d be even more of a value as a manager as you are as a salesperson. But let them know your plan and how it benefits them.
Notice how being the top salesperson with the highest sales volume and gross isn’t on that list, nor should it be. The best salespeople aren’t always the best managers of human capital. Managing, leading, and growing others is a skill you should work to develop in your role as a salesperson, not just waiting to wield those talents when you get the management gig. And please know, there is absolutely nothing wrong with being a lifelong salesperson, and, as a matter of fact, when you’re that good at it, you may be even better off. In the end, being a great teammate and a competent salesperson is more than enough to be considered for a promotion, provided you have put in your time and do your job well. Follow the five steps above and it will put you in the best position to get the position.
Looking for more tips to grow into sales management? Learn about the “Next Man Up Mindset“.
