Automotive Sales Recruting and March Madness: Not So Different After All!

1. Survey the Field

Using our advanced methods for searching for qualified candidates, we first survey the field of applicants and begin an initial inspection of their credential.

2. Look At Their Record

Though not always an indication of the best team or candidate in the field, we take a look at their previous success (winning percentage or previous jobs – were they fired/did they quit?). 

3. Look At Their Experience

Here we take a deeper look into their experience.  In basketball we ask, who did they beat? Did they have a great record but beat up weaker teams? Did they have a decent record, but faced stiffer competition?
The same goes for potential sales recruits.  Do they have a sparkling record but faced little adversity in doing so?  Do they have a less than stellar record but faced more obstacles to achieve what they did?

4. Look At Their Important Skills

Is the basketball team fundamentally sound? Do they take care of the ball, make the open shots, hit their free throws and play smart defense? Do they play to their strengths (3 point shooting, post up plays, defense and turnovers, etc.)?
For candidates, do they show up to work on time? Are they great at verbal communication? Do they project confidence when they communicate?  Do they put out the high energy, self-motivated attitude that is needed to sell cars at a high rate?

5. Look At Their Intangibles

In basketball, intangibles would be things like making plays when they absolutely need them: getting a big offensive rebound, saving a loose ball and most importantly, making the big shots and closing out games. The Clutch Gene.
For candidates, intangibles are the hardest to identify and it takes all of our experience in the automotive sales industry to see these in recruits.  Determination and strong will are all good indicators of someone who could have the “closing” clutch gene in automotive sales.
And, as with the NCAA Tournament, automotive sales always comes down to one thing: RESULTS.