Dealer says to the sales force 400 Holiday cards by December 1st or no ups.

Do you think this dealer is to demanding ? Do you think this dealer is successful by making certain things a requirement to work at that dealership ? Is this the difference between a good dealership compared to one that is getting by ?

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Comment by Fran Taylor on September 17, 2011 at 5:04am: Guys this isn't harsh as it sounds. He told them to do five a day and this will equal 400 by December. He will take it easy on a rookie to a certain point. All cards have three business cards and a magnet with there $100 referral on them. It is required to have prospecting tools to work there. They have bonuses that pay half in cash and the other half goes into a prospecting account. This helps the new sales reps as well as the pros to get the tools they need. Some dealerships send out a small amount of cards because the dealer makes the sales reps pay for everything including the stamp. This guy pays for everything. The difference is he does this in a big way and gets big results. The average dealership and sales reps wait way to long to start this. They hand in hand written Birthday cards every Monday as well. This keeps everyone focused. Thanks Stan and good luck to you.

Comment by Stan Sher on September 17, 2011 at 1:54am: Talk about tough love. To a certain extent it can be harsh. On the other hand sometimes tough love like this can help make massive changes that will bring great results in the future.

Comment by Fran Taylor on September 16, 2011 at 3:26pm: Yes I agree with you Arnold. I think it is sad when you have to keep asking the sales reps to make appointments, do a service walk and get there own prospecting tools as well. How ever the most successful dealers make this a requirement and not a request. You hit the nail on the head by saying any great sales rep would do this. How many great ones are there. I really don't think this is for the great sales reps it's for the ones who rely on the dealer advertising for ups. The managers at this dealership won't work the deal unless all the steps of a sale are complete. That's just how it is at that store and this owner has 12 of them. Maybe that's why he has 12 locations. Thanks Arnold and best of luck to you.

Comment by Arnold Tijerina on September 16, 2011 at 3:12pm: It's sad that a dealer would have to go to this length to get his sales staff to send out holiday cards to their customers, really. Any great salesperson would do this without being threatened.