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 Computers are great but the lick em stick em envelope with a sheet of paper wishing someone Happy Birthday was outdated the day it started .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 Fran Taylor on June 25, 2012 at 3:51pm: Randy I think it is be better to promote from within a dealership because that person knows a process compared to hiring someone that knows nothing about the auto business . However I do know a manager that never sold that does a great job . The difference is the owner sent him to many schools to learn and has different trainers come in once a year .

One of the first things I look at when doing in house sales training is time on the job . If the sales reps average time on the job is less than three years , the problem is not the sales reps on the floor it's Management ..

Comment by Randy Warren on June 25, 2012 at 2:04pm: Part of the problem is that there no 'new blood' in the industry. I call on dealers all over Ontario, Canada and see the same managers moving from one dealership to the next, as many as two or three times per year! It seems like GMs and dealer principals would rather hire a re-tread who was fired from their competitor than take the time to properly train someone bright from another industry.

Comment by Fran Taylor on June 25, 2012 at 1:06pm: Thanks Bill. I have learned a lot from some of the best managers in the world . If you want a copy of what we do in our morning meetings let me know and I will get it to you . Thanks much appreciated .

Comment by Fran Taylor on June 25, 2012 at 12:21pm: Richard I know a few managers that went back on the sales flood to make more money without all the stress. Best of luck .

Comment by Bill Gasson on June 25, 2012 at 12:17pm: Fran,

So true I'm dealing with it myself,I am a big believer in short sweet meeting's.

Thanks

Comment by Richard D Canova on June 25, 2012 at 12:10pm: I have been in the automotive business for nearly 20yrs. In the last few years i've seen a decline of qualified mgrs, trainers and ultimately sales people.

Recently, I decided to step down from management and move back into the sales department. I've found the opportunity to make money is greater than ever. The transition from management to sales was difficult at first. Management and others questioning my intentions. However, it became clear to most after 6mths making nearly double than most managers.

I have seen the quality of management decline. Thus, the quality of salespeople. I've witnessed people given authority and management positions who couldn't GIVE aways 8 cars a month. Sales managers desking deals who have never been in finance and owners wondering what in the hell is happening to their dealership.

Comment by Fran Taylor on June 22, 2012 at 10:13am: There is a reason some dealers do way better than others . Some of the reasons are common sense . Thanks B C .

Comment by Fran Taylor on June 21, 2012 at 3:45pm: Good for you Stan . Best of luck.

Comment by Fran Taylor on June 21, 2012 at 2:29pm: You are a humble man Mr . Sutton. I appreciate the comment . Much appreciated .

Comment by Stan Sher on June 21, 2012 at 2:05pm: Fran, I for one am not involved with that operation anymore. Can't waste time trying to help someone that can't be helped.

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