Why Dealers hire but don't train?

Yesterday I am in a local Dealership recruiting for the Dealership and one of the people I am interviewing is from another like dealership in the suburban area. He was there for 30 days and given no training. Just told to get out and sell some cars. Stumbling at best he sold four cars. He saw this Dealerships ad by Automax and decided to set up an interview because we offer training. Needless to say he will be here this week for training. This gentleman knows he can sell cars and has such a desire to really learn the business.
Why in this day would a Dealer waste their time and not train or better yet have Automax Training and Recruiting do the job.

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Replies to This Discussion

Permalink Reply by robert f stevens on December 15, 2010 at 9:58am

robert f stevens said:...Yes we train with passion at automax...its the only way!

Craig Lockerd said:

Train with passion,Gail!!....ohhhhh>>>>>>>yesssssss!!!!

Gail Sproul said:

and the good news for him is he is coming to Automax training in the morning. No chance here for a bad salesperson.

Lane Campbell said:

I got in trouble one time for saying this, but it seems appropriate here for people like him. "Don't let a bad manager make you into a bad salesperson."

Permalink Reply by Ron Morrison on December 15, 2010 at 11:07am

Ernie has it right. One major reason is that "Mr. Lucky who sold 30 cars in one month during a major sales event (put on by his mgmt). Then wanted to become a manager; at which time a smart manager told him to be patient. Disappointed then, Mr. Lucky went to the breakroom and there found in the papers that the store down the street is looking for a manager. Mr. Lucky goes down and applies... boasts that he sold 30 cars ... "you can even call and ask he declares" and then gets hired because he's a "go getter, agressive, passionate, articulate guy." Of course Mr. Lucky doesn't have any real selling/training foundation so when he interviews a newhire, someone that looks good, sounds good, and smells good he hires them and puts them to work at selling. How... he has no idea but he sure is Lucky!

Permalink Reply by Lane Campbell on December 15, 2010 at 11:42am

This is fantastically put!

Of course Mr. Lucky doesn't have any real selling/training foundation so when he interviews a newhire, someone that looks good, sounds good, and smells good he hires them and puts them to work at selling. How... he has no idea but he sure is Lucky!

Permalink Reply by gene diehm on December 15, 2010 at 12:41pm

Training? generaly it is the percieved cost that eliminates training. Most middle managers today in our industry lack fundamental training skills. Who is the manager? best salesman? so we promote the guy, gain a manager with no management skills and loose our best floor leader? Well you guys cant handle the truth! Training is not a video i'll be

back to check on you! Ever notice how "managers" tell salespeople to do this or do that....but the salesperson was never given the process or the how to? Daily training should be daily? that includes the managers...not just salespeople! after all the basis of what we do is selling. Sales people have to be led not pushed. So i am going to get off my soapbox before i have to tell you what i really think! happy holiday's and best wishes to all!

Permalink Reply by Craig Lockerd on December 15, 2010 at 5:39pm

Good Stuff Ron

Ron Morrison said:

Ernie has it right. One major reason is that "Mr. Lucky who sold 30 cars in one month during a major sales event (put on by his mgmt). Then wanted to become a manager; at which time a smart manager told him to be patient. Disappointed then, Mr. Lucky went to the breakroom and there found in the papers that the store down the street is looking for a manager. Mr. Lucky goes down and applies... boasts that he sold 30 cars ... "you can even call and ask he declares" and then gets hired because he's a "go getter, agressive, passionate, articulate guy." Of course Mr. Lucky doesn't have any real selling/training foundation so when he interviews a newhire, someone that looks good, sounds good, and smells good he hires them and puts them to work at selling. How... he has no idea but he sure is Lucky!

Permalink Reply by Stan Sher on December 20, 2010 at 2:50pm

Some dealers think they know everything and can train their people on their own. This is a way to save money. This is also a thinking that trainers and consultants really have no idea of what goes on inside of a dealership. Other dealers just don't care to improve the quality of their people because they are satisfied with the same mediocre results.

Permalink Reply by Bob Gaber on December 20, 2010 at 5:19pm

They do train!. They just don't train well, or spend much time doing it, or train on the wrong material, or the students were given training and just didn't recognize it. (subliminal training). Not to have any training? The managers may have been using drugs. Which dealership was it? They need to be pointed out. (not the one you were in, I know Automax does a super job recruiting people.) Or, better yet, go there and mystery shop them and show the results to their management. It was their loss.

Permalink Reply by Richard Emmons on December 21, 2010 at 10:58am

That old rule... "Want to sell 100 cars hire 100 salespeople" To some extent that works, all new salespeople will sell one from their circle of influence and usually 5-6 more without training then they are done. With training they will most likely at least double that and stay. No training and that math does not work. Short term fix for a long term problem. I do not think there has ever been a valid reason.

Permalink Reply by Adrian Rudik on February 9, 2011 at 3:47pm

We train mon-fri for 20-30 Minutes as a group. It makes a big difference

Permalink Reply by Craig Lockerd on February 9, 2011 at 3:47pm

The "old" answer that is often heard is "Why should I spend $$$ training when they leave and go to the dealer down the street from me?".....answer to that would be__________________?

Permalink Reply by Craig Lockerd on February 9, 2011 at 3:52pm

OUTSTANDING!!!!!!!.......That's all that is needed...anymore and people get bored and it's a chore....20-30 is perfect...fast placed,solve a problem,chase a deal,motivate,develop,people are pumped and stay...great job!
Adrian Rudik said:

We train mon-fri for 20-30 Minutes as a group. It makes a big difference

Permalink Reply by Adrian Rudik on February 9, 2011 at 3:54pm

not to plug Grant, but I use his online training everyday in the group setting. A little process... a little knowledge and 5 minutes of Grant to keep it fresh

Craig Lockerd said:

OUTSTANDING!!!!!!!.......That's all that is needed...anymore and people get bored and it's a chore....20-30 is perfect...fast placed,solve a problem,chase a deal,motivate,develop,people are pumped and stay...great job!
Adrian Rudik said:
We train mon-fri for 20-30 Minutes as a group. It makes a big difference