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Brian Maxwell

Brian Maxwell Automotive Sales Training | Brand Ambassador

Exclusive Blog Posts

Upcoming Webinar: Use Your Showroom to Show, Not Sell

Upcoming Webinar: Use Your Showroom to Show, Not Sell

Ecommerce is on the rise, and today's customers walk into your showroom better-informed than ever before. 9 out of 10 customers are more likely to…

Interview with Shannon Crane: Building a Successful BDC

Interview with Shannon Crane: Building a Successful BDC

When Shannon Crane, founder of BDC PowerConsulting, started out as a BDC Manager at a local dealership, she was “as green as it gets.” Not only…

Why Security Is More Important than You Think for Your Business

Why Security Is More Important than You Think for Your Business

Having a business means that you’re likely going to have to keep security in mind. Whether you are looking to increase customer trust or you want to …

Interview with Scott Pechstein: What's Up With "Digital Retail"?

Interview with Scott Pechstein: What's Up With "Digital Retail"?

Scott Pechstein, Vice President of Sales at Autobytel, Inc., talks about the buzzword of the moment: "digital retail." …

What's Keeping Your Company's Directors Up at Night?

What's Keeping Your Company's Directors Up at Night?

Although we typically define executives by their ambitions, their anxieties can be equally telling. If you’re losing sleep over handling cyber se…

Great Sales People Aren’t Born They’re Made

                                                                 Good Sales People are Not Born They are Madebc70ad9be9141db2c073b3c4a40f9647.jpg?t=1

Training budgets have been cut back to the bone to preserve cash flow in these challenging economic times, so we cross our fingers and hope that good sales people are born and all we need to do is find them and recruit them!

One major obstacle is that often good sales people tend to stay loyal to their employer and rarely come on to the open market. If they do move, they tend to via the unadvertised market through referral and word of mouth. So it seems logical to ‘make’ or develop good sales people ourselves.

There seems to be is a lot of confusion regarding the terms ‘hunters and farmers’. Unfortunately it means different thing to different people. So what is a ‘hunter’ sales person? A broad definition is a sales person that thrives on generating new business in new clients. The problem is that on the whole ‘hunters’ lack motivation to nurture ongoing relationships and manage the associated administration of maintaining an existing client relationship. ‘Hunters’ can neglect clients as they search for the next big deal and the ‘buzz’ of cracking yet another new account.

This can of course be remedied by transferring the client over to a ‘farmer’ who excels in maintaining and developing relationships with existing clients. Each sales style is crucial in any organizations however, it can be cost prohibitive to have both styles covered by different people and a balance needs to be found.

Just recruiting ‘hunters’ can be a real problem as it can leave your existing clients neglected and frustrated and prone to seeking out alternative partners, your competition!

It is well know that it costs considerably more to attract and win new clients than maintain and care for existing clients. Whilst it is vital to have a fresh crop of clients developing at any one time it is important to ensure that the balance is right. Conversely just recruiting farmers can leave you exposed and reliant on too few clients and a dwindling pipeline of opportunity.

Ensuring that your sales team is united in its goal and have a shared and clear vision of what they are required to achieve is vital. Unfortunately, this is rarely communicated succinctly by management teams and whilst sales teams can appear productive and busy they may not truly be in alignment with the company’s strategic and tactical objectives.

What messages are you giving to your team? Are your remuneration and incentive schemes driving the desired behavior and motivation? How do you reward success and failure? 

Many factors will affect sales teams’ performance. The following questions and suggestions may provide an insight in how to improve your sales team’s success.

How can I increase sales performance?

Work on developing confidence and reshaping negative experiences to promote a positive attitude and the opportunity to improve and develop.

Jonathan Dawson
Great points. When we fully commit to the value of the human capital investment into our people then we will begin to fully realize the return on the investment into our people. Dealerships need to stop giving "lip service" to their commitment to their team and back it up with time, energy, and effort in developing them. Some do, but sadly most don't. "Turn-over will happen no matter what we do, so I don't want to waste money on someone who won't be here in 2 weeks or months." This is the most pervasive and destructive thought a manager can have.
Brian Maxwell
Thanks Jonathan!

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