You have heard all of them:

A person with no goals is like a ship without a rudder!

A person without goals has no reason to try again and again!

There are hundreds of them.

When you hire an employee, the most important thing is to find out if their goals are in line with the Dealership's or your goals.

Example:  You want a salesperson to sell a minimum of 10 vehicles and make a minimum of $50,000 per year.  The Salesperson was either unemployed or making…

This was a response to a question about Salespeople in my inbox:

The problem stems from who to blame.   Dealers blame the Managers and the Managers blame the salespeople.  Managers stay until they have a DUI, verbal blowout or quit.  Salespeople just come and go as evidenced by the 62% average turnover rate.

If the salespeople fail, it is the Manager's fault for more than one reason.  First they hire or have other screen their salespeople and mostly it is done…

A Commentary on the Automobile Business May 2009 By Jim Fisher, Former Dealer and Consultant

In professional football or any professional sport, draft day is one of the most important days of any franchise. This is the day that teams are able to pick from an unlimited amount of talent available to either help their team now or provide a base for the future. All of the excellent organizations put a lot of time and effort into scouting, evaluating and testing the applicants for mental…

This is a commentary that I wrote back in July, 201 and it is true even today.

Let’s list the average priorities for the average Sales Manager by importance.

1. First would be to close a deal or deliver a car.
2. The second would be to make as much gross profit on that deal as possible.
3. The third would be to make sure that the floor is covered at all times.
4. Way down on the bottom of the list would be hire and train…