So I'm a Dealer Looking For Salespeople..........

You are a person that has NEVER sold cars before,how would I entice you to get into the car business and work at my dealership? What key words would get you to answer an ad? What would then convince you to actually make the career move?

0 members like this

Replies to This Discussion

Permalink Reply by Joseph M Bonincontri on January 12, 2011 at 5:02pm

That a job at the auto dealership is a Career. Also Benefits and that you have a work week that is flexible.

Plus the dealership offers training

I think that showing big money is the most important thing

Permalink Reply by Abe Hopper on January 12, 2011 at 5:22pm

There needs to be new thinking by Dealers and Managers about pay plans. If we are going to recruit the most attractive personnel from the candidate pool ... then the "new speak" is Salary, commission, bonuses, benefits, 5 day work week. A guaranteed salary (based on x # sold units per year) will convince a candidate to make the move.

Permalink Reply by Rick Bryant on January 12, 2011 at 5:30pm

The first thing that get attention to the ads is the GREAT possible income, the next thing that is noticed is the guarentee training, brand name is sometimes precieved to be important I however trach not to get attached to any one widget, benefits although in the back of their mind may make the difference in making the move.

Permalink Reply by Ernie Kasprowicz on January 12, 2011 at 5:34pm

Offer a financial bridge between the non-commissioned world of most occupations into retail auto by providing an initial short term income guarantee. Better yet, make it an income guarantee for the first year based upon a reasonable estimate of typical first year employee earnings. It needs to be relevant to income opportunities in the area. The idea is to attract top flight people. Income guarantee is not an employment guarantee. Ongoing professional Training would be important for real career development. The idea that my income success is controlled by a large degree by my personal work ethic and success may motivate many people. No limits.

Permalink Reply by Glenn Wilkins on January 12, 2011 at 6:31pm

Ernie is spot on...Overcoming the frear of failing on a commission payplan is a main goal. Show them the the potential they can make and then give them the tools to make it with. All that is needed now is desire.

Permalink Reply by NANCY SIMMONS on January 12, 2011 at 6:53pm

Years ago, one thing that really motivated young talented and charismatic men and women to entertain a career in the car business, was a company demo! "Wow, I get to drive a sparkling shiny, new smell car on a dealer plate!"

Now that the demo days are over, what is the new "dangling carrot" which would entice quality, high caliper folks to consider Auto Sales as their profession/career? I believe something that builds their self confidence, self-esteem, and self worth, hence preying on their egos is still very important. A compensation plan designed to motivate folks to peak performance is the key, rewarding those who reach and exceed excellence agressively, while fairly compensating others according to their levels of performance. In the perfect world, leaders (managers) will assist the new hires with the proper tools to reach the summit; training, prospecting tools, orphan owner assignments, etc...

People naturally require affirmation, rewards for extreme efforts producing notable results! I know many dealers compensation plans have not changed, even been tweaked for years, while the times have changed dramatically. I know dealers who are very aware of that statistics regarding women's impact on the automotive purchasing decisions, and will still not flex hours or consider job-sharing to attract female sales consultants.

In closing, I believe a compensation plan designed to reward for excellence coupled with a somewhat normal work week, so people do not have to sacrifice family and spiritual life is the new dangling carrot!

Permalink Reply by Craig Lockerd on January 12, 2011 at 7:23pm

Reach certain levels of achievement and certain "perks" kick in....personal assistant etc?

Permalink Reply by Ricardo Rondinelli on January 12, 2011 at 7:34pm

Year income potencial, continuous training, advancement opportunities, benefits, production bonuses.

Permalink Reply by robert f stevens on January 12, 2011 at 8:36pm

well key words in the ad would have to paid while training...on going training....sign on bonus....company car allowance....career minded people to advancement....what would convince me to make a career change would be the person that interviews me period

Permalink Reply by CJ Romig on January 12, 2011 at 9:29pm

I have never had great success in getting good candidates through the newspaper for the simple fact I feel that it is a very hard task to find out during the interview process if they are really into the people aspect of the business, everyone is telling hiring managers that they love interacting and helping people. The problem is that we really won’t know until we hire them. When we put an ad in the local paper looking for salespeople it’s usually out of an act of desperation because we are short handed and we gotta fill the showroom.
I feel the best way to be looking for good people is to be looking for the "underemployed" people that we know in our hearts would be better off if they were in this great business of ours!
I'll give you one of many possible ways..... Servers at restaurants have been a good spot for me for the simple fact is you can do the interview process without them even knowing it, by watching them in action on how they interact with their tables that they are waiting on. I don't need to go in the correlation on taking care of people in a restaurant vs. the dealership but it's always been about the people. How about any clothing store? How about a Best Buy? Have you ever had a great walk around on a LCD 50” TV? Serious product knowledge there! You get the point…I love seeing people in action helping other people make decisions that benefits both parties.
To answer your question about how to attract the people? Our business has always been very good about "attracting" the people into our dealerships with a promise of a better life and a great career. Where a lot of dealerships drop the ball is the retainment of people they hire. Everyone talks a great game of training and helping the new salespeople learn the new business they just stepped into but most of the time reality sets in and they end up part of the background because everyone is always "too busy" and telling them that “we'll get together tomorrow to go over the car business.” There is really no great words you could put in the ad to make people bang on your door for a sales job but I would recommend you get all the managers together and ask them why they love working there and put together an ad based on your managers testimonials. That would be a very sincere way to attract people.
Me? I feel if someone is good enough to hire they should be given every opportunity to succeed and there is only one way to do that. INVOLVEMENT. Hold everyone accountable to make sure the new salespeople are given every chance to succeed.
I hope you are a game changer. So many people would be better off in the car business; they just don't know it yet.

(Just having my Jerry Maguire moment)

Permalink Reply by Craig Lockerd on January 12, 2011 at 9:41pm

Great info CJ...getting mangers,top salespeople together and asking them...Why car biz,why here is OUTSTANDING!!!!

Agreed print doesn't work,when we work with dealers we post online to over 200 sites ...none car related we actively go after the very same people you are talking about that are "underemployed" in other industries. You flat out "get it"...Thanks!

CJ Romig said:

I have never had great success in getting good candidates through the newspaper for the simple fact I feel that it is a very hard task to find out during the interview process if they are really into the people aspect of the business, everyone is telling hiring managers that they love interacting and helping people. The problem is that we really won’t know until we hire them. When we put an ad in the local paper looking for salespeople it’s usually out of an act of desperation because we are short handed and we gotta fill the showroom.
I feel the best way to be looking for good people is to be looking for the "underemployed" people that we know in our hearts would be better off if they were in this great business of ours!
I'll give you one of many possible ways..... Servers at restaurants have been a good spot for me for the simple fact is you can do the interview process without them even knowing it, by watching them in action on how they interact with their tables that they are waiting on. I don't need to go in the correlation on taking care of people in a restaurant vs. the dealership but it's always been about the people. How about any clothing store? How about a Best Buy? Have you ever had a great walk around on a LCD 50” TV? Serious product knowledge there! You get the point…I love seeing people in action helping other people make decisions that benefits both parties.
To answer your question about how to attract the people? Our business has always been very good about "attracting" the people into our dealerships with a promise of a better life and a great career. Where a lot of dealerships drop the ball is the retainment of people they hire. Everyone talks a great game of training and helping the new salespeople learn the new business they just stepped into but most of the time reality sets in and they end up part of the background because everyone is always "too busy" and telling them that “we'll get together tomorrow to go over the car business.” There is really no great words you could put in the ad to make people bang on your door for a sales job but I would recommend you get all the managers together and ask them why they love working there and put together an ad based on your managers testimonials. That would be a very sincere way to attract people.
Me? I feel if someone is good enough to hire they should be given every opportunity to succeed and there is only one way to do that. INVOLVEMENT. Hold everyone accountable to make sure the new salespeople are given every chance to succeed.
I hope you are a game changer. So many people would be better off in the car business; they just don't know it yet.

CJ

(Just having my Jerry Maguire moment)

Permalink Reply by Ralph Rasmuson on January 12, 2011 at 9:57pm

Family friendly schedule. No pressure sales techniques. Well above average income with no formal education required. Are you a people person. Professional atmoshpere. Training.