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Jared Hamilton
From: Jared Hamilton
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Jared Hamilton

Jared Hamilton Founder - CEO

Exclusive Blog Posts

Do you suffer from Conversational Narcissism?

Do you suffer from Conversational Narcissism?

I know the title sounds like an ad for a clinical trial, but what I’m referring to is a problem that runs rampant in dealerships. If not checked, it …

Why Do We Make it So Hard to Pay A Repair Order?

Why Do We Make it So Hard to Pay A Repair Order?

Working on the dealer level, we know firsthand how difficult it can be as a "customer" to pay our repair order or get our own vehicles' statu…

The Conversation Shouldn't End At “What’s the Price?”

The Conversation Shouldn't End At “What’s the Price?”

Handling customer objections isn't always easy. Especially when the customer is calling you on the telephone; knowing what to say and how to approach t…

Fixed Ops Marketing Best Practices, Not Dirty Tricks | KPI Cafe Season 6 Episode 6

Fixed Ops Marketing Best Practices, Not Dirty Tricks | KPI Cafe Season 6 Episode 6

To round out our season, Reunion's own Chad Graves and Andrew Kocha join the KPI Cafe to discuss a wealth of topics regarding how dealerships can best …

Latest Auto Industry Trends Caused By COVID-19

Latest Auto Industry Trends Caused By COVID-19

As two of car dealers' primary revenue streams, car sales and collision repairs dried up during the COVID-induced recession. Online parts and accessory…

That's right, I truly believe the traditional role of a desk manager is obsolete and will continue to evolve further away from its current definition in the next few years. Sales Managers that want to be on top of their game, be promoted, and be more successful, need to change their way of thinking.

Look at an old school desk/sales manager, their primary skill was to be able to successfully negotiate and work a car deal. This meant knowing how to calculate a lease vs purchase and manipulate all the numbers for maximum gross. This meant knowing the inventory extremely well; to be able to direct the switching of cars for better a better book sheet and a chance of an approval. Desk managers in the past held all the cards. Customers and Sales People didnt have access to the knowledge that desk managers did and thus desk manager were in a position of power. When it came time to close a deal, the sale manager could hold staunch stance in their negotiation. When a sales person didn't do their job, it was fair game for the sales manager to rip into the sales people, throw the incomplete credit application back them and yell and scream to get the job done.

Today, the job is completely different. Customers are incredibly well informed and the landscape of negotiations is very different. Today's desking programs can pencil deals 10 times better and faster than any human can. Desking tools, with a few simple inputs, can calculate the perfect deal including selecting the best inventory and bank program for the best front and back end gross. Software has really made desking deals a remedial task. What are desk managers left to do? The number one role of a desk manager today is to be a support, leader, and coach for his team. People are the only things that computers can't manage (not alone anyhow). A desk manager today must know how to motivate and coach someone to success. The old school mentality simply won't work, and desk managers need to become professional leaders. Through professional coaching and motivating, a desk manager will build a high performing team with little turnover that creates amazing results.

So are desk managers obsolete? The old school mentality, or role, of being a desk manager is obsolete. The position itself is not. However, the future is quite certain: to succeed you will have to be a much better capable of winning over your team and leading them to success.

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