Where have all the good managers gone?

A lot of dealerships think they are saving money by taking a good sales rep and making him/her a manager and not training them . The pay plans have shrunk for managers over the past year as well . The idea of paying people less and expecting more is a bad choice ranging from managers to internet people .

A planed sales training meeting should be done every day . Very few meetings have the hooting , clapping and hollering any more compared to years ago .

With poor managers the longevity has shrunk as well . It was nothing 10 years ago to see sales reps with 10 to 15 years on the job . Now it is hard to find sales reps with this much time at one dealership .

Some of the old ways will never be surpassed by the new ones . A hand written Birthday or Holiday card with a follow up call will never be beat . Computers are great but the lick em stick em envelope with a sheet of paper wishing someone Happy Birthday was outdated the day it started .

All is not lost . I work with dealers that have not gotten away from the meat and potatoes training and making sales reps accountable the right way . There sales meetings are fun because everyone knows what is expected . There are great managers that lead by example but we need more of them . I believe in time the dealers will go back to basics and invest in there sales force and not just advertising .

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Comment by Kurtis Smith on June 27, 2012 at 12:46pm: So here's what so cool about the comment that Candace just made, if a dealer can take the time to plan out the specific curriculum that will be used in her business for personnel development, think of what would happen if managers were to adopt that same approach. I am convinced that people do not intentionally get up in the morning with the intent to fail, regardless of the position that they hold. However, because they lack a strategy for what they are suppose to be doing that includes specific measurable activities that they can implement and be held accountable for, they by default, will.

Comment by CANDACE BENNETT MCRAE on June 27, 2012 at 12:09pm: As a dealer, I consider training so vital to my business that I invest my time and energy in training my sales staff. I develope the training curriculum for each week and I personally hold the training meeting. As a dealer, which is a more productive use of your time: 1. playing 18 holes of golf or... 2. creating a well trained sales staff that has been personally molded in your image of success? I hope my competitors prefer golf!

Comment by Fran Taylor on June 27, 2012 at 11:57am: Curtis dealers don't mind paying trainers for training . The problem is the fear of the training not lasting . That's why it is so important to have the owner and the G M "S buy in with the training .

Pick a process like working the deals , prospecting , morning meetings and stick with it is the difference and it all starts with a good program and a commitment at the top . Thank you sir .

Comment by Kurtis Smith on June 27, 2012 at 10:15am: Fran here is the good news, Your message is not ambiguous. So far 308 people including myself have read this post and are more than likely agree with you. It's true that sooner or later many of our business owners and leaders will come to the realization that regardless of how much you spend on advertising & marketing, if the person ultimately responsible for interacting with the paying customer is incapable of executing, then it was money wasted. The fact is that as long as there are professionals like yourself continually spreading the message of making the salesperson more competent, then our salespeople and managers still have a shot at truly being recognized as professionals.

Comment by Fran Taylor on June 26, 2012 at 12:03pm: Dealerships , managers , and sales reps have a lot in common . People are going to talk about you . But you choose how people talk about you by what you do to them . Thanks Ian .

Comment by Ian Nethercott on June 26, 2012 at 1:22am: Great post.....

This is so true, great managers are becoming "Rare" in every business including our business.

Part or the problem I think is the reputation of our business.

Great points either way!

Keep it up!

Ian

Comment by Fran Taylor on June 25, 2012 at 10:14pm: Well put Marsh . I guess it doesn't take long to see who is setting on the bench and who is playing the real game . Thanks much appreciated .

Comment by Marsh Buice on June 25, 2012 at 9:56pm: Sometimes Fran it's just blocking and tackling...it's the basics brother. Technology has brought fans closer to the games (ie football, basketball, baseball) yet inspite of the technology is still played the same way. Cultivate the growth!! Thanks for the share my friend.

Comment by Fran Taylor on June 25, 2012 at 4:33pm: Have to agree with you on that one Randy . I don't think it matters where people come from as long as they get proper training and time to learn . 90 days isn't enough time to learn a business .

Comment by Randy Warren on June 25, 2012 at 4:20pm: Fran, If this is true, you wouldn't be writing an article about the lack of good managers!