Looking to Improve Sales Performance...

I'm rather new to the auto sales field - Will be 1 year in June. I work for a Chrysler dealership with 11 sales people and 3 sales managers. We sold 1,003 new units in 2013. I've been averaging 8 - 10 units a month. At this point I'm not pleased with my own performance.

My managers are decent people but they are not leaders. (I come from a 25 year background in Information Technology leadership - so I do understand the difference.) While there is some coaching that occurs from the desk, there is no sales training of any kind offered.One pretty much learns by making a mistake, being told you made the mistake and then move on and try not to make the same mistake again.

My motivation is not $$$ but rather my own performance.

In an environment with no training or mentoring, how does one work towards getting better? (Besides trail and error) (Turn over is high so you don't always have access to experience)

Strangely,from not having come from a sales background, I'm enjoying this and having a lot of fun. Right now I'm just starting to become frustrated and if I can't get it figured out I will have to give consideration to moving on to something else. As the saying goes "Insanity is doing the same thing over and over again and expecting different results." :)

Thx,

Marty

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Permalink Reply by Tobias Sedillos on May 4, 2014 at 5:11pm

Start by reading the book The Go-Giver by Bob Burg and John David Mann. Next, recognize that if you are selling 8 to 10 units a month; you are probably coming in contact with about 50 to 60 people per month. Take care and stay in touch with all of them (Yes, even the ones who didn't purchase from you), and soon you will build a good repeat and referral business from taking good care of all of them. Within a year, you should be following up with 600 to 720 people; and your list will continue to grow from there. There are some really good resources and books also on eBay - feel welcome to touch in with me if I can guide you in any way. If you can increase your average 3 units per month, per year; you're making very steady growth; and with the plan I just mentioned above... you should far exceed it. Get your heart and mind in the right place, and don't wait for anybody to train you - there is lots of information available online, in the bookstores, and in the library... Just take the time to go seek it out for yourself.

9/mo average year 1

12/mo average year 2

15/mo average year 3

18/mo average year 4

21/mo average year 5

This is something you can achieve. Get the right systems in place for yourself, including a path for personal development (Roughly a half-hour of study per day, 5 days a week). Whatever you do, don't give up - plan on seeing the job through, and approach the task with a professional mentality, and you will earn professional wages.