Notifications & Messages

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.
×
Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

WEBINAR RECORDING - How to Build a Winning Employee Acquisition Strategy

WEBINAR RECORDING - How to Build a Winning Employee Acquisition Strategy

  If there is a constant in dealerships today, it is that they need to acquire and retain high-quality employees. In this webinar, we will p…

Marketing Strategies That Worked For Our Dealership Clients

Marketing Strategies That Worked For Our Dealership Clients

In the past fifteen years, dealerships have moved an incredibly large chunk of their marketing budgets from offline to online channels. Any search rela…

3 Reasons Satisfied Customers Still Don’t Return for Service

3 Reasons Satisfied Customers Still Don’t Return for Service

Yes, CSI is important — and no doubt an effective measure of the level of engagement a dealership maintains with its customers — but satisfaction is no…

No Response?

No Response?

I am not sure what’s worse the customer reading an email and not responding or not reading your specially written email at all!  A no respons…

Top Reasons You Should Extend Your Hours

Top Reasons You Should Extend Your Hours

There are a lot of costs associated with extending hours. However, with fixed-ops being the dealer's life line and main money maker, it seems like…

If you want to lose weight you have to step on the scale. Common sense, right? I have worked in dealerships that believe in this and some that don't. As a sales manager, I found that one-on-ones were virtually impossible without data. Not only were they impossible they were useless. How do you coach an individual to success if you don’t know why they are failing? Sports are always compared to sales. Imagine a professional sports franchise that didn’t keep stats. What if a basketball team did not keep track of free throw percentage? How successful would they be if all that was tracked was the final score? Common sense, right? One big difference between sports and sales is the audience. In most cases, there are spectators watching that basketball game. A salesperson can talk to a customer and in some cases no one will know. What will determine if they log that guest? It is human nature to take the path of least resistance. As a salesperson, if my sales manager yells at me because my appointment percentage is too low, I know how to fix it. If I am financially rewarded for a high closing percentage my closing rates will be off the charts. I just won’t log my guests properly. Salespeople need to be educated on why we need accurate numbers. One, in a lot of cases, this is how we gauge our advertising effectiveness. Two, coaching cannot occur without accurate data. You can’t fix a problem you don’t know you have. Sales managers are coaches and mentors. It is vital that we approach numbers carefully. A salesperson will learn to kink numbers quickly if they don’t see constructive criticism and productive feedback.

 Unlock all of the community & features  Join Now