Find the sweet spot between the two to make your dealership as profitable as possible, and retain/cultivate the best sales talent.

Too often, sales managers let off the gas when it comes to directing their salespeople. If there is resistance to a particular program or solution by the sales team, many managers fold to keep from alienating them. Managers should manage, direct, and where needed, assert their influence on a reluctant sales team. Properly handled, the disgruntlement will dissipate—particularly when the results show improved numbers and compensation.

Just like NFL player development, raw talent needs guidance and education to mature and make a positive impact. No NFL coach would turn loose someone without coaching and mentoring. Why should auto dealers be any different?