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Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
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What Are The Common Questions A Car Salesperson Asks?

What Are The Common Questions A Car Salesperson Asks?

Customers who visit a car dealership may be very serious about driving off the lot in a brand new car. Or, quite honestly, they might not be serious at all…

What Are the Best Digital Marketing Practices for Auto Dealers Today?

What Are the Best Digital Marketing Practices for Auto Dealers Today?

In 2016, Automotive Internet Media won a Davey Award for what it touts as the first true English-Spanish website. The website for Ray Chevrolet in Fox Lake…

Asking the Right Qualifying Questions as a Car Salesman

Asking the Right Qualifying Questions as a Car Salesman

A huge part of selling a car is asking the customer the right qualifying questions. Asking questions benefits you in a couple key ways. It allows you to ga…

Never Forget a Client's Name

Never Forget a Client's Name

I wanted to share with you an email I sent to a client of mine through ReThink Selling.  The concept comes from Memory Expert and all-round good guy, …

Top Reasons You Need A Social Media Policy

Top Reasons You Need A Social Media Policy

Having a Social Media account is more than just adding photos, videos, or curating collective, effective content. Social media accounts develop, define, an…

Recent Comments

Tori Zinger
3 Keys to Effective Hiring

Tori Zinger  Wow! This is so informative, Brett! Thank you for sharing! Would love to have you post a blog on this topic!

Tori Zinger
What Are the Best Digital Marketing Practices for Auto Dealers Today?

Tori Zinger  Thanks for sharing this, Felicia! We were just discussing the importance of the mobile experience. Would love for you to join this discussion!

Brett Morris
3 Keys to Effective Hiring

Brett Morris  The answer Tori lies in science, data and real-life business implementations, specifically with dealerships. The science of talent is reliable and predictive but infrequently used in the automotive business. Our business (Perception) has aggregated 100+ years of research-validated performance predictors* and developed them into a Quality-of-Hire intelligence system that operates online at scale to produce a curated pipeline of interview-ready job candidates for dealership managers. The system dramatically improves selection accuracy whilst reducing labour costs and time. Dealership sales team turnover rates have dropped from +70% to 15-20%. Performance predictors* are human traits that influence or drive actual job performance. We measure a lot of them (150+) and validate them against actual workforce and performance data. Taking Service Orientation as one example, it’s defined as ‘a measure of the capacity of an individual to anticipate, recognize and meet the needs of others’. Service Orientation includes a predisposition to be courteous, helpful, thoughtful, cooperative and attentive to co-workers and customers. Service Orientation is the psychological manifestation of the belief that customers, and their perspectives, are of the highest value and consequence to an organization. Service Orientation comprises two facets: Friendliness and Genuine Hospitableness, each of which is measurable, pre and post-hire. Unlike service skills which can be acquired through training, and developed through experience, Genuine Hospitableness is a human characteristic. Research indicates that it does not develop over time, but rather is part of the makeup of an individual’s personality. The Nordstrom saying that “we don’t train our people in customer service, their families do” reflects this same belief. So Service Orientation is not a state of mind, or an easily learned skill or ability but rather a trait of personality; and a trait that’s not necessarily impervious to change throughout a lifetime but almost certainly a deeply-held and unconscious driver of behavior. DM me if you’d like a deck with more data on the work we’re doing in this area with dealerships and/or a demonstration of the live system.

Tori Zinger
3 Keys to Effective Hiring

Tori Zinger  Forgive my ignorance, but could you give an example of how someone would measure something like achievement motivation or service orientation prior to hiring someone? I'm having a hard time understanding two things: (1) what specific metrics you would use to measure things, and (2) how you would measure them for an employee who is not yet in your organization's intelligence platform.

Brett Morris
3 Keys to Effective Hiring

Brett Morris  There's a rich core of actual dealership validated data points that can guide a dealer's judgement about 'right person-right job role'. Some of these are common across job roles, some are specific to select job roles (eg. sales consultant vs workshop technician). Measurable traits include areas such as Success Drive, Achievement Motivation, Service Orientation, Absenteeism and Work Ethic, the latter comprising 3 dimensions, each measurable: Professionalism, Dependability and Hard-Working. If a dealership wants to know whether a prospective hire will turn up, work hard and be conscientious, they can measure this pre-hire. But it doesn't stop there - a dealer can track actual new hire performance using an intelligence platform to continuously validate selection, and better manage and support each employee's career using real-time performance data. Our work across different store job roles reveals very interesting findings, including inverse correlations between sales consultant performance, cognitive intelligence and tenure. Data like this opens up a dealership's potential talent pool in new and highly productive ways!

Tania  Hill (Werwega)
How to Get an Unlimited Marketing Budget

Tania Hill (Werwega)  Reconstructing templated websites to increase SEO rankings, in order to create successful SEM campaigns is a MUST in terms of a marketing investment. Many websites share the SAME EXACT content as 3,000-4,200 other on-brand dealerships, so making the investment to *differentiate* your website and LOCAL digital storefront is more critical than ever.  The investment includes revamping your website content: front end content, back-end (keywords, meta-tags), landing pages, blogs, etc.  You also want to look at OFF-SITE content... local directory listings, reviews, etc.  The investment comes back to each dealer 10 fold, within the first 1-3 months. Something to keep in mind...  

Tori Zinger
3 Keys to Effective Hiring

Tori Zinger  Great point here, Brett. What types of data points would you use to assess things like motivation?

Elizabeth Apps
I Don’t Understand Sales BDCs

Elizabeth Apps  I see what you are saying.  I have often felt that dealerships BDCs as we currently know them will not be able to sustain the expense as margins continue to be challenged.  Plus on the sales floor there are more people but they are typically not as productive.  So you have a department that is very productive but understaffed and a sales floor with a lot of staff not doing much of anything.   I firmly believe that dealerships will have to evolve.  Sales people will have to have more of the skill set found in the BDC inorder for a dealership to be successful.  This will all start with the manager.  Can they train and hold staff accountable?  Many times these days, the consumer doesn't want to see you until the deal is done and dealerships will have to find a way to embrace that.  By combining the two skill sets dealerships may find more success without more expense.  It is a big culture change for many dealerships and like everything else in this business it comes down to the people and the process.  

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