Say It Ain't So, Joe
Today on Face Book We/AutoMax started to promote a Blog Talk Radio Show I will be hosting Tuesday evening [That's a plug] The Topic "From New To Pro, First 90 Days On The Sales Floor" [Another plug]
I am certain the following can't be true in every dealership......right?
A gentleman made this comment
"Craig,
If you ever find a dealer willing to invest in the consistent training of his new hires you'll have accomplished a miracle! Here's what I hear far to often: "What if I spend the money to train them and they leave?" To which I reply, "...What if you don't train them and they stay!" And, isn't that the killer? How much does it cost the dealer for an untrained, unknowledgable salesperson to wait on 20, or more customers in a month? In any other business it's absolutely unheard of."
If you ever find a dealer willing to invest in the consistent training of his new hires you'll have accomplished a miracle! Here's what I hear far to often: "What if I spend the money to train them and they leave?" To which I reply, "...What if you don't train them and they stay!" And, isn't that the killer? How much does it cost the dealer for an untrained, unknowledgable salesperson to wait on 20, or more customers in a month? In any other business it's absolutely unheard of."
Please Mr./Mrs. Dealer or Manager tell me this isn't true! Please share with dealerELITE what your dealership is doing in regard to ongoing development that is gaining additional market share for your dealership.Please tell me how your developing future management with every salesperson you hire.We agree that salespeople are the oxygen and water dealerships must have to breath and drink, to stay alive and thrive..............correct?
P.S. Are we 100% still sold on the "Circuit City" dress code?
Replies to This Discussion
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Permalink Reply by aaron kominsky on
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How in the world can you as a dealer hire people and not train them? That's like a quarterback with no offensive line to protect him that's absurd. The statement why should I train them and they go daown the street well if you don't you have absolutely ruined the possibility that these salespeople or even mgmt can not only become loyal, but winding up being a rockstar salesperson/mgr. Again you are doing a dis service to yourself as well as the people you've hired . My question is Why hire anyone and not develop them, Look it's plain and simple , if they aren't trainable then you terminate them. In the meantime spend the money , train them properly and be consistent with development. Provide all the tools and most likely your investment will pay off. Hire people with DRIVE, and a great ATTITUDE!
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Permalink Reply by john cowan on
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that only begs the question...
if you trained your people...and they had more confidence...because they are closing more sales...making more bonuses and w/ larger grosses....why would they leave?
the reason why salespeople leave is that they are generally pissed because they are not making more money because maybe they don't know what to say in the crunch....can't get the help they need from the overworked desk guy...and thats if the store even has more than one sales manager...as opposed to a lot of stores that are trying to wing it with a sales manager and the f&i guy...and half the f&i people are new...may not have the background to be training a salesperson and subsequently your back to the old industry standard ..."there's the lot...there's an "up"...go sell a car..." there is not much desire on the floor to actually spend a few bucks on books for themselves...and besides there are very few books out there that address what we do that you can buy in a b&n or borders... -
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Permalink Reply by Craig Lockerd on
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Jim the minute I saw your name it hit me.....same goes for service as well.......ongoing is a must throughout the dealership!
Jim Washam said:Attn Dealer and Sales Manager:
Meetings every Monday or Saturday are NOT considered ongoing training IMHO.
Training consist of product knowlege, closing techniques, practice, rehearse.
What to say and how to say it, hot buttons etc. You guys know this part much better than I do. -
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Permalink Reply by Craig Lockerd on
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In your experience Aaron what % of dealerships truly train on a consistant basis?
aaron kominsky said:How in the world can you as a dealer hire people and not train them? That's like a quarterback with no offensive line to protect him that's absurd. The statement why should I train them and they go daown the street well if you don't you have absolutely ruined the possibility that these salespeople or even mgmt can not only become loyal, but winding up being a rockstar salesperson/mgr. Again you are doing a dis service to yourself as well as the people you've hired . My question is Why hire anyone and not develop them, Look it's plain and simple , if they aren't trainable then you terminate them. In the meantime spend the money , train them properly and be consistent with development. Provide all the tools and most likely your investment will pay off. Hire people with DRIVE, and a great ATTITUDE! -
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Permalink Reply by Craig Lockerd on
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What would be the typical training meetings etc at the dealership you're at John?
john cowan said:that only begs the question...
if you trained your people...and they had more confidence...because they are closing more sales...making more bonuses and w/ larger grosses....why would they leave?
the reason why salespeople leave is that they are generally pissed because they are not making more money because maybe they don't know what to say in the crunch....can't get the help they need from the overworked desk guy...and thats if the store even has more than one sales manager...as opposed to a lot of stores that are trying to wing it with a sales manager and the f&i guy...and half the f&i people are new...may not have the background to be training a salesperson and subsequently your back to the old industry standard ..."there's the lot...there's an "up"...go sell a car..." there is not much desire on the floor to actually spend a few bucks on books for themselves...and besides there are very few books out there that address what we do that you can buy in a b&n or borders... -
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Permalink Reply by NANCY SIMMONS on
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John hit it...
Dealerships have down-sized and unless they are engaged in a commitment with an outside training firm, or have an in-house trainer there is no on-going training program. You certainly cannot rely on the "training" provided by the OEM's which is in most cases out of touch with reality and easily manipulated, just in order to maintain sales consultants' and dealer's certification status to be eligible for spiffs, etc. This really is no fault of management as they are burdened with a full agenda of daily tasks and it is almost impossible for them to make the time for "training" their staff. Virtual training is an option and many are starting to jump on board, but again, it is looked upon by dealers as an expense... Every dealer or manager that is reading this right now, please try to put a price tag on the cost of "missed opportunities" or "lost sales" as a result of lack of training in your own dealership. If you are losing 10 dealers per month at $2,000.00 each, or $20,000.00 x 12 = $240,000.00. Is it fair to say that it could be a quarter of a million dollars a year without even considering service and parts! Wow!
As a Comptroller, I believe there is always too much emphasis put on ROI, Return of Investment, rather than lost revenue due to missed opportunities!
"Training should never be looked upon as an "event", but an on-going process!"
Think about it as going to the dental hygenist for a good cleaning twice a year, does not replace brushing your teeth at least once per day! -
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Thanks so much JIm, I wanted to "like" your comment as well! You are so well-rounded on all aspects of the business! I just love to read your comments!
Jim Washam said:Nancy, you are right on.
Darn I wish there was a "LIKE BUTTON"
NANCY SIMMONS said:John hit it...
Dealerships have down-sized and unless they are engaged in a commitment with an outside training firm, or have an in-house trainer there is no on-going training program. You certainly cannot rely on the "training" provided by the OEM's which is in most cases out of touch with reality and easily manipulated, just in order to maintain sales consultants' and dealer's certification status to be eligible for spiffs, etc. This really is no fault of management as they are burdened with a full agenda of daily tasks and it is almost impossible for them to make the time for "training" their staff. Virtual training is an option and many are starting to jump on board, but again, it is looked upon by dealers as an expense... Every dealer or manager that is reading this right now, please try to put a price tag on the cost of "missed opportunities" or "lost sales" as a result of lack of training in your own dealership. If you are losing 10 dealers per month at $2,000.00 each, or $20,000.00 x 12 = $240,000.00. Is it fair to say that it could be a quarter of a million dollars a year without even considering service and parts! Wow!
As a Comptroller, I believe there is always too much emphasis put on ROI, Return of Investment, rather than lost revenue due to missed opportunities!
"Training should never be looked upon as an "event", but an on-going process!"
Think about it as going to the dental hygenist for a good cleaning twice a year, does not replace brushing your teeth at least once per day! -
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Permalink Reply by Paul Hardy on
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OMG! I try to get that point to dealers all the time! They want to know " How much to recruit and train new salespeople?" How much not to is what I ask back! Why don't they get it? It sooooooo aggravating!
NANCY SIMMONS said:John hit it...
Dealerships have down-sized and unless they are engaged in a commitment with an outside training firm, or have an in-house trainer there is no on-going training program. You certainly cannot rely on the "training" provided by the OEM's which is in most cases out of touch with reality and easily manipulated, just in order to maintain sales consultants' and dealer's certification status to be eligible for spiffs, etc. This really is no fault of management as they are burdened with a full agenda of daily tasks and it is almost impossible for them to make the time for "training" their staff. Virtual training is an option and many are starting to jump on board, but again, it is looked upon by dealers as an expense... Every dealer or manager that is reading this right now, please try to put a price tag on the cost of "missed opportunities" or "lost sales" as a result of lack of training in your own dealership. If you are losing 10 dealers per month at $2,000.00 each, or $20,000.00 x 12 = $240,000.00. Is it fair to say that it could be a quarter of a million dollars a year without even considering service and parts! Wow!
As a Comptroller, I believe there is always too much emphasis put on ROI, Return of Investment, rather than lost revenue due to missed opportunities!
"Training should never be looked upon as an "event", but an on-going process!"
Think about it as going to the dental hygenist for a good cleaning twice a year, does not replace brushing your teeth at least once per day! -
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Permalink Reply by Craig Lockerd on
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Well Nancy as usual you couldn't be more spot on.There are training opportunities at the dealership every minute of the day that can be less formal.Salesperson comes to the desk...Training opportunity....let's stay away from...".You couldn't demo her?" "You weak so and so"...how about we turn that into a chance to offer help? Can we take 10 minutes each day to go over one or two situations from the day before that surely will happen again in the future?
Can we check appointments 2-3 times a day on the floor,on the run?
Have a dealership appointment book and each salesperson has his or her own...check with them at 10-2 and 6...what appointments for today?...They answer,its written down, later that day...verify appointment....later that day the result or lack thereof and another training opportunity presents itself!
Jim Washam said:Nancy, you are right on.
Darn I wish there was a "LIKE BUTTON"
NANCY SIMMONS said:John hit it...
Dealerships have down-sized and unless they are engaged in a commitment with an outside training firm, or have an in-house trainer there is no on-going training program. You certainly cannot rely on the "training" provided by the OEM's which is in most cases out of touch with reality and easily manipulated, just in order to maintain sales consultants' and dealer's certification status to be eligible for spiffs, etc. This really is no fault of management as they are burdened with a full agenda of daily tasks and it is almost impossible for them to make the time for "training" their staff. Virtual training is an option and many are starting to jump on board, but again, it is looked upon by dealers as an expense... Every dealer or manager that is reading this right now, please try to put a price tag on the cost of "missed opportunities" or "lost sales" as a result of lack of training in your own dealership. If you are losing 10 dealers per month at $2,000.00 each, or $20,000.00 x 12 = $240,000.00. Is it fair to say that it could be a quarter of a million dollars a year without even considering service and parts! Wow!
As a Comptroller, I believe there is always too much emphasis put on ROI, Return of Investment, rather than lost revenue due to missed opportunities!
"Training should never be looked upon as an "event", but an on-going process!"
Think about it as going to the dental hygenist for a good cleaning twice a year, does not replace brushing your teeth at least once per day! -
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Permalink Reply by Craig Lockerd on
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That's right Paul...HOW MUCH NOT TO....Nancy gives a figure ...take that number times 4...ONE MILLION DOLLARS>>>>That's a "Bigger Boat!"
Paul Hardy said:OMG! I try to get that point to dealers all the time! They want to know " How much to recruit and train new salespeople?" How much not to is what I ask back! Why don't they get it? It sooooooo aggravating!
NANCY SIMMONS said:John hit it...
Dealerships have down-sized and unless they are engaged in a commitment with an outside training firm, or have an in-house trainer there is no on-going training program. You certainly cannot rely on the "training" provided by the OEM's which is in most cases out of touch with reality and easily manipulated, just in order to maintain sales consultants' and dealer's certification status to be eligible for spiffs, etc. This really is no fault of management as they are burdened with a full agenda of daily tasks and it is almost impossible for them to make the time for "training" their staff. Virtual training is an option and many are starting to jump on board, but again, it is looked upon by dealers as an expense... Every dealer or manager that is reading this right now, please try to put a price tag on the cost of "missed opportunities" or "lost sales" as a result of lack of training in your own dealership. If you are losing 10 dealers per month at $2,000.00 each, or $20,000.00 x 12 = $240,000.00. Is it fair to say that it could be a quarter of a million dollars a year without even considering service and parts! Wow!
As a Comptroller, I believe there is always too much emphasis put on ROI, Return of Investment, rather than lost revenue due to missed opportunities!
"Training should never be looked upon as an "event", but an on-going process!"
Think about it as going to the dental hygenist for a good cleaning twice a year, does not replace brushing your teeth at least once per day! -
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It is what I refer to as... "wholesale mentality"... When you take a used car to auction, the transaction stands on its own...Whey you retail a new or used car, you look at the big picture..nice trade coming in, repeat business, new service customer, referrals, etc... Training comes with residual business which is impossible to put an actual figure on... just countless benefits!!!
Paul Hardy said:OMG! I try to get that point to dealers all the time! They want to know " How much to recruit and train new salespeople?" How much not to is what I ask back! Why don't they get it? It sooooooo aggravating!
NANCY SIMMONS said:John hit it...
Dealerships have down-sized and unless they are engaged in a commitment with an outside training firm, or have an in-house trainer there is no on-going training program. You certainly cannot rely on the "training" provided by the OEM's which is in most cases out of touch with reality and easily manipulated, just in order to maintain sales consultants' and dealer's certification status to be eligible for spiffs, etc. This really is no fault of management as they are burdened with a full agenda of daily tasks and it is almost impossible for them to make the time for "training" their staff. Virtual training is an option and many are starting to jump on board, but again, it is looked upon by dealers as an expense... Every dealer or manager that is reading this right now, please try to put a price tag on the cost of "missed opportunities" or "lost sales" as a result of lack of training in your own dealership. If you are losing 10 dealers per month at $2,000.00 each, or $20,000.00 x 12 = $240,000.00. Is it fair to say that it could be a quarter of a million dollars a year without even considering service and parts! Wow!
As a Comptroller, I believe there is always too much emphasis put on ROI, Return of Investment, rather than lost revenue due to missed opportunities!
"Training should never be looked upon as an "event", but an on-going process!"
Think about it as going to the dental hygenist for a good cleaning twice a year, does not replace brushing your teeth at least once per day! -
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Permalink Reply by Richard Emmons on
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Dealers still do spend thousand of dollars on newspaper and on line ads to attract applicants to interview for a sales position. The ads read (typically) Up to $100,000 a year income, 401K, Medical, dental, 5 day work week, sign on bonus. Than the big boom! "No experience or training required" We train... Do they? Sure! "Go upstairs to the conference room and watch those____ CD's when you get done with 1-4 come down and tell me what you have learned." "I am rapped up in a deal now go out and drive all the new cars, walk the lot, sit with Frank he has been here 5 years, go watch 5-8 CD's I will spend some time with you tomorrow." Tomorrow comes and after 5 minutes of one on ones the phone rings with a service, F&I, office call, heat case, unwind or a new deal starts working. "Go shadow Frank" "Watch those CD's again." The question is, how do we change this mindset? How much money is spent before these people quit? How could they be anything but afraid when they take there first up? Does this still really happen? "TELL ME THIS ISN'T TRUE!"
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