Comment

Comment by Craig Lockerd on September 24, 2012 at 7:40pm

I wrote a post called Being an Absent Leader is Much Like Being an Absent Father and I'd love for you to check it out. I get very personal in this one but I feel it's an important point that had to be made. You can read it HERE

Comment by Craig Lockerd on December 27, 2011 at 10:48am

http://archive.constantcontact.com/fs079/1102017732982/archive/1109...

Comment by Pete Grimm on August 31, 2011 at 12:09pm

Sounds like a good formula. Ego drive produces the superstars. A few BIG egos, however, will keep any sales manager on his toes in referee mode.

Comment by Craig Lockerd on August 31, 2011 at 11:01am

Yes Pete.that of course would be the case with many different people depending on the backgrounds,previous experiences etc. Initial "Screening"...sooooo important to look at "sales aptitude" We use and endorse the "Car Sales Simulator" through Hire The Winners...helps take a lot of the guess work out of the equation.

Comment by Pete Grimm on August 31, 2011 at 9:57am

Hiring Vets - I have only experienced one potential negative in hiring Vets. IMHO there are some retired military that get too comfortable in a certain income range or the middle of the pecking order. However, despite an observable lack of  drive to be number one or make all the money they could, even these individuals were wonderful assets.

When do you cut your losses and fire a salesperson? That is perhaps the toughest decision a manager must make. You need to keep very good metrics so you can evaluate a salesperson's actual closing ratio, average gross, total gross etc. before abandoning the very expensive training you put into an individual, not to mention all the human connections that individual may have developed with your owner body. However, from time-to-time it must be done.

Usually when this is true an honest look back will find a poor hiring decision is the cause. Instead of holding out for the right candidate with the hard charging, eager attitude, a sales manager plugged a h*** with a convenient body, or perhaps, when hiring a group to train, kept a marginal candidate. Training (management time) and lower than acceptable closing ratios create a huge carrying cost ($tens of thousands per annually). Great care should be taken at the outset to insure that well-qualified candidates and ONLY well-qualified candidates make the cut.

Cheers, 

Pete

 

Comment by Craig Lockerd on March 16, 2011 at 11:44am

Thank you ,Sir

Comment by al on March 16, 2011 at 11:39am

Thank you Craig

Mangorock

Comment by Joyce Falk-Geesaman on January 26, 2011 at 12:53pm

Thank You Craig....will pass this information on to Dave, and will contact Rick!!

Comment by Craig Lockerd on January 26, 2011 at 12:26pm

Joyce we can actually help you with that.call Rick Emmons 800-878-5090 ext 2

Comment by Joyce Falk-Geesaman on January 26, 2011 at 11:58am

Craig, just wanted to say thanks for the invitation to this discussion....looks most interesting especially at a time where our company is seeking new sales reps!!  Thanks again, and I will be following this and making comments on how our search is going and any specific difficulties we are running into in this, a most important aspect of our business DEALER DIRECT SERVICES {DDS}, DAVE BILLMAN, OWNER

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