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Jared Hamilton
From: Jared Hamilton
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Dan Munson

Dan Munson General Sales Manager

Exclusive Blog Posts

What's the Deal With Split Deals?

What's the Deal With Split Deals?

We have all had one time or another where we had to split a deal. Splitting that deal, however, was often easier said than done. Once we had an agreem…

Top Reasons to Avoid the Island Mentality When it Comes to Meetings

Top Reasons to Avoid the Island Mentality When it Comes to Meetings

Week after week we have the same meeting at the dealership. That is the GM sitting down with each department manager to review where they are at, projectio…

Horizons Are Bright - Multi-Touch Attribution Makes an Entrance

Horizons Are Bright - Multi-Touch Attribution Makes an Entrance

Attribution is a constant source of frustration for dealership managers, especially since online shopping entered the scene over the last 15 years. The aut…

Rock’s Rants: Service Advisors and Phones

Rock’s Rants: Service Advisors and Phones

It's 7:00 a.m. and your dealership's service lane is filled with customers and their vehicles. As a service advisor, your job is to greet these cus…

6 Top Pricing Strategies for eCommerce Stores That Auto Dealers Could use

6 Top Pricing Strategies for eCommerce Stores That Auto Dealers Could use

Post prepared by in-house Onilab writers Price is the most influential benchmark in a buyer’s decision to purchase the goods. According to pwc.com…

Managing Your Sales Team to Take Them to the Next Level

At the heart of every successful business is a sales team that manages to perform every single day. Without a healthy sales department, you probably don’t have a business model that can work. However, selling products to customers hour after hour day after day can get tiring. It takes 18 calls on average to even reach a buyer.

As a result, even the best salespeople can get burned out. Burnout can be devastating for a sales team and really hurt your bottom life. If you want to prevent sales team burnout, you need to keep your team properly motivated. Below are some strategies you can use to keep your sales team motivated so they always perform the way you need them to.

 

Don’t Ignore the Middle Performers

Most managers and sales coaches tend to spend most of their time with either the best performing sales team member or the worst performing. This makes logical sense. The best performing sales person probably follows your directions to a T every single time. The worst performing sales team member, on the other hand, probably needs the most direction to just get the job done on a daily basis.

However, this ignores an entire category, the middle performers who probably make up the bulk of your sales team. These people are able to move product but have not yet progressed to their full potential. On the other hand, your best performing sales team member probably doesn’t need your coaching to get the job done at all. The worst performing team member may never improve despite your best efforts. It’s then the middle performers that may benefit the most from your time and mentoring. They can already sell your product but have some room to improve. That’s where you can have the greatest impact. Keep that in mind in regards to how you delegate your time between different team members.

Foster Passion for Your Products

Perhaps one of the best role models for a sales person to strive towards comes from a source you may find surprising, the King of the Hill cartoon. The main character, Hank Hill, worked as a sales team member for a local business, Strickland Propane. Hank absolutely lived and breathed propane and propane accessories. It was his passion, and Hank simply could not stop talking about his love of the product he sold.

That’s what you want in your sales team members. You don’t want people who simply know your products. You want sales people that have true passion for them. Try to foster this passion in your sales team. If you sell frozen steaks, make sure your sales team members are going home with your steaks and grilling them up for their families on a regular basis. Really try to get them into your product on an enthusiast level. Consumers can really be won over by people who truly believe in their products and know them front and back. Even if you insure cars, make sure your sales team is passionate about selling cheap car insurance. That kind of genuine enthusiasm can’t be faked. It can make converting leads a snap as opposed to a chore.

Focus on Achievement and Recognition

You need to think of psychology in regards to properly motivating a sales team. Two things everyone strives for with their careers are a sense of achievement and recognition. Make sure to ingrain both of these into the management of your sales team. Make sure to formally recognize the efforts of those that do a good job. Employee surveys show that recognition in the workplace and job satisfaction are intertwined. Also try to make sure your team is striving to achieve goals that increase along with the improvement of their sales skills.

The sales department is the lifeblood of any successful business. Motivation is the fuel that keeps a sales team productive and performing at a high level. Make sure to manage your sales team members in a way that keeps them motivated and passionate about selling your products.

 

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