Sales people
Two part question. What do you think are reasons that most new sales reps don't make it in the car business for one year? #2. What could we do th insure they stay in the car business?
Replies to This Discussion
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Permalink Reply by Stanley Esposito on
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Most reps don't make it more then a month. There are many reasons. Some new guys are people who recently have left a job or retired and they always wanted to be a salesman. These guys are used to being respected and liked. They start selling cars and get very little respect from anyone. It is an adjustment to get cursed out by your new and younger boss.
There is not enough training the new guys are thrown a few brochures and asked to basically stay out of the way and learn. If they survive that they move on to be the personal runner and assistant for the other salesman. It is a sobering experience to go and get lunch and coffee for everyone.
The pay in the beginning is a small salary then 100% commission with a draw. If the new guy does not have a wife who can carry him or great severance package from his previous job he is gone.
The new guy learns almost everything not to do by doing it. Most rules are set after the fact. Some new guys are poisoned by the complainers and negative guys on the floor.
Many new guys have a problem putting in a 60 hour week and then owing the company money.They were told in the interview they can ear six figures. They wonder when the huge checks start rolling in. Car Sales is a tough racket and not for everyone. This is a job that requires many intangibles that simply cannot be taught. In the end you get out what you put in. I like to help out the new guy but many salesman are insecure and turn their backs on the new guy.
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Permalink Reply by Fran Taylor on
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I believe the owner is responsable to let the GM know what he/she wants done. Hiring, training on a regular basis and keeping systems in place is the key for the success of a new sales rep and the store success. The dealers that do this keeps new people and usually has a good sales force. The give them to the wolves or sink or swim attitude will destroy a new person and the store . It gives the auto industry a bad name as well. He who trains the most makes the most. It's unfortunate but I have to agree with you guys.Thanks.
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Permalink Reply by Skip Shakely on
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Most salespeople are never trained on being a professional salesperson. It seems now more so than in the past that salespeople are not trained in client base management. The are surely shown how to stand out front and wait for an up and them what steps they go thru in handling that up but they are never tought how to build and maintain a client base. The short answer is "management"
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I agree Stan. Everything in a dealership starts with sales. F&I, service, parts and other departments all follow the sales. Dealers have millions of dollare invested in there dealership. Fact. The average dealer spend less than $4oo per sales person a year for traing and it's the most important part of the dealership. Without sales everything stops. When is the last time a dealer spent 5k and got back $100,000? To me that is a given if the dealer is serious about a few changes and gets into prospecting.
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Permalink Reply by Pete Maziarz on
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Fran, I can round up the first question in a few words: They don't understand No is not defeat, its just a we're not there yet!
The second is a bit harder and involves everyone, Effort- Team Effort , Dealer Effort, Individual Effort. Accept the fact that in a perfect world, we wouldn't need to be fulfilled, it would just happen. You have to make that happen, accept the no's, maybes and the few I'll be backs as lessons in patience and accept the yes's as wins. Reward yourself for the win, but don't be so hard on yourself for the maybe's. Be honest with yourself with value as well as criticism.
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