The First 90 Days Of The New Salesperson
We all know and I would think agree that the first 90 days for a new salesperson is critical to their success.Committment,enthusiasm and attitude all no brainers, but what else can we, should we, MUST we help them with to increase their chances of becoming long term "Pro's?"
To the newer salespeople out there,what do YOU need from management to help you in your quest to become a top producer at your dealership?
Replies to This Discussion
-
Permalink Reply by Tim Pendergast on
-
You are correct! My point was we all know this guy somewhere along our career paths.
But, did we stop and steer them along the right path?
David L Hoier said:I'm pretty sure I knew this guy, a perfect example of "you will achieve what you believe". -
-
Permalink Reply by Doug Kennedy on
-
It's interesting that most of what we hear about for new people are word tracks, processes, systems, etc.etc. Today, due to ultra high unemployment, we are able to attract higher caliber prospective salesperson to our stores. This candidate is more educated and accomplished than most that we hired as little as 5 years ago when the economy—and the business—was booming. The flip side is that this candidate is a little more resistant to word tracks and static, molded actions.
With this being the case, a prospective salesperson will flourish IF you can SHOW THEM—not teach them—how to prospect successfully. I repeat show them-- as it’s easy to pontificate from the sales desk and the information may be accepted or rejected. When you show them, the light bulbs go off and you need to get out of the way. They’ll rely on you to guide them through the system for a while but they’ll be producing!
When I visit a store for a prospecting refresher, you can see the look in the eyes of the veterans: ‘not another B/S artist who can’t close the front door’ is in their eyes. So I make them a bet for any amount of money they can put on the table right now that-- never having been here before-- in 1 hour I will have appointments with 2 prospects who will come within the next 24 hours—or I lose the bet. The point is, you need their buy-in and attention and then you have to perform. Managers, if you can’t get this accomplished, call someone to help you. Once your people learn they don’t have to rely on you and your advertising to create their own business, the greenpeas will start becoming pros. When they develop an OWNERFIELD, you can start to accurately forecast their success—along with your own.
To paraphrase Zig,
Dealers always tell me training doesn’t last—I tell them neither does bathing—so do it daily
Doug Kennedy
Eyedentify Corp. -
-
Permalink Reply by Dan Seelye on
-
Teach them to:
1. Turn OFF the morning/evening news report
2. Turn OFF talk radio
3. Cancel your newspaper subscription
4. Throw out (from your vehicle) ALL non-inspirational music and replace with audio recordings (self) of how to "Approach & Greet" a guest - "Share the Ginormous Sale" that is currently going on - how to "Interview" the client - how to "Touch the Desk" - how to do a stupendous "Presentation - Demonstration" - and "HOW TO ASK FOR THE SALE!".
5. Role play with with veterans, MANAGEMENT, and other green peas
I learned in the very beginnings of my career (1981): IF YOU'RE GREEN YOU'LL GROW - IF YOU'RE RIPE YOU'LL ROT." Stay away from the negative 5 cars Sam's on the lot - Read books, listen to CD's and watch DVD's. Whatever enters the mind through our eyes and ears, WILL come out of our mouth…..
More important to all of that: How much (Mr Dealer) are you willing to invest financially in a new person to insure their success? Keep in mind, If we help enough others first succeed, our success in eminent. -
-
Permalink Reply by Craig Lockerd on
-
Dan .thats so true,turn thast crap off....we will know if the worlds coming to an end....no sense listening to that neg stuff everyday
Dan Seelye said:Teach them to:
1. Turn OFF the morning/evening news report
2. Turn OFF talk radio
3. Cancel your newspaper subscription
4. Throw out (from your vehicle) ALL non-inspirational music and replace with audio recordings (self) of how to "Approach & Greet" a guest - "Share the Ginormous Sale" that is currently going on - how to "Interview" the client - how to "Touch the Desk" - how to do a stupendous "Presentation - Demonstration" - and "HOW TO ASK FOR THE SALE!".
5. Role play with with veterans, MANAGEMENT, and other green peas
I learned in the very beginnings of my career (1981): IF YOU'RE GREEN YOU'LL GROW - IF YOU'RE RIPE YOU'LL ROT." Stay away from the negative 5 cars Sam's on the lot - Read books, listen to CD's and watch DVD's. Whatever enters the mind through our eyes and ears, WILL come out of our mouth…..
More important to all of that: How much (Mr Dealer) are you willing to invest financially in a new person to insure their success? Keep in mind, If we help enough others first succeed, our success in eminent. -
-
Permalink Reply by Craig Lockerd on
-
My dear old friend Doug...not that you're old I meant know for a long time....lol....I would agree with what you say, salespeople do however need "words that work"....but the key as you say is in truley developing a client base, and "showing" not just telling how to do so....thanks Doug!
Doug Kennedy said:It's interesting that most of what we hear about for new people are word tracks, processes, systems, etc.etc. Today, due to ultra high unemployment, we are able to attract higher caliber prospective salesperson to our stores. This candidate is more educated and accomplished than most that we hired as little as 5 years ago when the economy—and the business—was booming. The flip side is that this candidate is a little more resistant to word tracks and static, molded actions.
With this being the case, a prospective salesperson will flourish IF you can SHOW THEM—not teach them—how to prospect successfully. I repeat show them-- as it’s easy to pontificate from the sales desk and the information may be accepted or rejected. When you show them, the light bulbs go off and you need to get out of the way. They’ll rely on you to guide them through the system for a while but they’ll be producing!
When I visit a store for a prospecting refresher, you can see the look in the eyes of the veterans: ‘not another B/S artist who can’t close the front door’ is in their eyes. So I make them a bet for any amount of money they can put on the table right now that-- never having been here before-- in 1 hour I will have appointments with 2 prospects who will come within the next 24 hours—or I lose the bet. The point is, you need their buy-in and attention and then you have to perform. Managers, if you can’t get this accomplished, call someone to help you. Once your people learn they don’t have to rely on you and your advertising to create their own business, the greenpeas will start becoming pros. When they develop an OWNERFIELD, you can start to accurately forecast their success—along with your own.
To paraphrase Zig,
Dealers always tell me training doesn’t last—I tell them neither does bathing—so do it daily
Doug Kennedy
Eyedentify Corp. -
-
Permalink Reply by Craig Lockerd on
-
External and interval clients....Both people under our protection!
Tim Pendergast said:You are correct! My point was we all know this guy somewhere along our career paths.
But, did we stop and steer them along the right path?
David L Hoier said:I'm pretty sure I knew this guy, a perfect example of "you will achieve what you believe". -
-
Permalink Reply by Glenn Wilkins on
-
I look back in my first month being a salesperson....When i saw the amount of my first paycheck is the day when the car business got in my blood. I owe it all to an Awesome sales manager that went out of his way to help me with processes and close my deals. He knew that the first 30 days were crucial in retaining salespeople. After that month he couldnt kick me out of that dealership or the car business if he tried. ONE month in the business and i was hooked for life. Managers MUST make the salesperson successful in the beginning with the mindset that the salesperson will eventually make THEM successful for years to come.
-
-
Permalink Reply by Craig Lockerd on
-
Yes, for the most part all managers were salespeople at one point....we need to remember what it was like...
Glenn Wilkins said:I look back in my first month being a salesperson....When i saw the amount of my first paycheck is the day when the car business got in my blood. I owe it all to an Awesome sales manager that went out of his way to help me with processes and close my deals. He knew that the first 30 days were crucial in retaining salespeople. After that month he couldnt kick me out of that dealership or the car business if he tried. ONE month in the business and i was hooked for life. Managers MUST make the salesperson successful in the beginning with the mindset that the salesperson will eventually make THEM successful for years to come. -
-
Permalink Reply by Ernie Kasprowicz on
-
Craig, you start off with Committment as one of a few no brainers. Actually, I think that as much as it SHOULD be a no brainer, committment is anything but. It wasn't until I truly committed to being a car salesperson as a profession did I begin to achieve results I was capable of. I wonder how many people in all walks of life haven't fully, completely committed to their chosen profession? You have often said "committment changes the fact of things". You are 100% correct.
-
-
-
With the first 90 days being so critical in a NEW salesperson development, I have often wondered why more places do not have spouse or significant others sit in on first interview. Let's face it, with the hours we all put in and the stress a new person deals with in the first 90 day's, If they do not have understanding and support from home, they are way behind the 8 ball to start with.
How many times in our careers have we all had a salesperson who we knew in our Guts was going to be a good one, walk up to you at the tower and say, "this is not for me! The hours are killing me and my wife is having a fit because I'm never home."
I think most of us have all heard this or something similar in our careers a few too many times.
Maybe if we explained to the other half what Sammy the salesperson is in for the first few months, we might save a few of the good prospects, instead of losing someone we have trained and spent hundreds of dollars on.
Maybe I am way out in left field, but my gut tells me otherwise. -
-
-
I agree, I don't know how many managers I have heard tell salespeople I made 100k my first year,,, Dude it's not the eighties anymore...lol Tell them the law of averages and the good ones will exceed that and be happy and so will the other halfs...
Dan Creamer said:Thats a good point. I have also seen sales managers sell someone the job by creating false expectations like you can make 100K! Two and half months later when they are tracking eighteen to twenty-five thousand and the wife wants to know where all the money is you see them at the tower too hat in hand.
Tim Pendergast said:With the first 90 days being so critical in a NEW salesperson development, I have often wondered why more places do not have spouse or significant others sit in on first interview. Let's face it, with the hours we all put in and the stress a new person deals with in the first 90 day's, If they do not have understanding and support from home, they are way behind the 8 ball to start with.
How many times in our careers have we all had a salesperson who we knew in our Guts was going to be a good one, walk up to you at the tower and say, "this is not for me! The hours are killing me and my wife is having a fit because I'm never home."
I think most of us have all heard this or something similar in our careers a few too many times.
Maybe if we explained to the other half what Sammy the salesperson is in for the first few months, we might save a few of the good prospects, instead of losing someone we have trained and spent hundreds of dollars on.
Maybe I am way out in left field, but my gut tells me otherwise. -
-
Permalink Reply by Ernie Kasprowicz on
-
Tim, you bring up a good point about the number of hours worked. Is it possible or feasible to create a "two person team" schedule covering all hours the dealership is open with a pay plan equitable to both people where both will work as one and at the same time limit the number of hours each person is required to work? Yes, a dealership would need to have more sales people on staff, and yes, that would increase operating expense with benefits, etc. However, reduced salesperson turnover can and will produce increased sales for a variety of reasons.
Tim Pendergast said:I agree, I don't know how many managers I have heard tell salespeople I made 100k my first year,,, Dude it's not the eighties anymore...lol Tell them the law of averages and the good ones will exceed that and be happy and so will the other halfs...
Dan Creamer said:Thats a good point. I have also seen sales managers sell someone the job by creating false expectations like you can make 100K! Two and half months later when they are tracking eighteen to twenty-five thousand and the wife wants to know where all the money is you see them at the tower too hat in hand.
Tim Pendergast said:With the first 90 days being so critical in a NEW salesperson development, I have often wondered why more places do not have spouse or significant others sit in on first interview. Let's face it, with the hours we all put in and the stress a new person deals with in the first 90 day's, If they do not have understanding and support from home, they are way behind the 8 ball to start with.
How many times in our careers have we all had a salesperson who we knew in our Guts was going to be a good one, walk up to you at the tower and say, "this is not for me! The hours are killing me and my wife is having a fit because I'm never home."
I think most of us have all heard this or something similar in our careers a few too many times.
Maybe if we explained to the other half what Sammy the salesperson is in for the first few months, we might save a few of the good prospects, instead of losing someone we have trained and spent hundreds of dollars on.
Maybe I am way out in left field, but my gut tells me otherwise. -
- ‹ Previous
- 1
- 2
- 3
- Next ›
© 2024 Created by DealerELITE.
Powered by
