Salesperson Job Description
Would be interested in hearing if anyone uses a "Salesperson job description / manual" at their stores that requires prospecting. If so, I would like to hear what your store requires of the salespeople.
Replies to This Discussion
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Permalink Reply by Philip Zelinger on -
Hi Joe,
Job descriptions and areas of responsibility with assigned accountability to individuals with performance based compensation plans is a critical element of any well run auto dealership. Of course --as with all policies and procedures --these issues must be universally applied in order to be enforceable. They must be presented by the HR department and the managers during the hiring process as early possible to insure a meeting of the minds by all parties and they certainly need to be signed to confirm what is expected before, during and after employment.
Of course prospecting is a universal expectation, however, as with all expectations it should be included in the areas of responsibility assigned to the sales person with processes in place that allow the managers to inspect what they expect so they can assist the sales person to achieve their goals.
The following GENERIC list includes prospecting but the intent is to clarify the role that the sales person plays in the sales process. I hope it helps:
SALES PERSON ARES OF RESPONSIBILITY
1) WAKE UP HAPPY-DRESS PROFESSIONALLY-SHOW UP ON TIME
2) CHECK IN WITH THE CRM SYSTEM – SENIOR MANAGER & OPERATOR
3) ORGANIZE EXISTING CUSTOMER CONTACTS AND IDENTIFY TODAY PROSPECTS
4) WALK THE FACILITY – CHECK TRADE-INS/NEW INVENTORY
5) ATTEND MORNING SALES MEETING BY SENIOR MANAGER
6) TAKE A PROMINENT POSITION TO MEET AND GREET CUSTOMERS
7) MEET & GREET CUSTOMERS AND INVITE INTO SHOWROOM
8) 100% INITIAL TO WITH SALES MANAGER – OR GET A MANAGER
9) TAKE DIRECTION FROM SALES MANAGER FOR INVENTORY WALK
10) INCLUDE FEATURE/BENEFIT AND TEST DRIVE OR GET A MANAGER
11) LOG CUSTOMER INFORMATION INTO CRM OR GET A MGR
12) TAKE DIRECTION FROM SNR/DESK MNGR FOR NEGOTIATIONS
13) PREPARE ALL PAPER WORK FOR REVIEW BY THE SENIOR MANAGER
14) *ATTEND INDIVIDUAL “MAKE-A-DEAL” MEETINGS WITH SALES MGR
15) *CONTACT CUSTOMERS AND UPDATE CONTACTS IN CRM + PROSPECTING
16) FOLLOW ALL ESTABLISHED POLICIES AND PROCEDURES
17) ASSIST MANAGERS IN DEAL FLOW - CUSTOMER CONTACTS
18) BECOME OEM CERTIFIED
19) LEARN MANAGER’S RESPONSIBILITIES FOR ADVANCEMENT
Again, this overly simplified list is only intended to highlight the daily flow of activities by the sales person. Detailed policies and procedures and management suport for prospecting and follow up are reqiired to fill in when the sales person is not in front of a customer. More importantly, given the reduction in floor traffic at brick and mortar facilities that has been deferred to the virtual showrooms on the WWW, if a sales person is not prospecting and making his/her own appointments they will get very lonely waiting for an "UP" on the point who isn't coming in to see the salesperson that did their prospecting to invite them in!
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