Who taught our sales managers how to lead? Who taught them how to develop and engage our millennial workforce?
If your answer is, "they learned by watching the managers before them," you are right.
However, what worked for Generation X is accelerating our revolving door in this competitive workforce marketplace.
It's the perfect storm, we can't get anyone to apply to sell cars, and if we do get them, we can't get them to stay.
We've all been saying this for years.
We promote our top sales people to be our sales managers, however, the competencies to sell a car are different from ones to lead and manage people.
It's not a newsflash that great companies have great leaders and managers.
Just like it's our sales manager's job to develop our sales force, it's the dealer principal's and general manager's job to develop our sales managers.
It's time we give our managers the tools and the knowledge necessary to deliver high-level results through people and give our organizations a sustainable competitive advantage.
Here are the competencies your management should have:
1. Recruiting New Talent
2. Conducting an Interview
3. Create and Deliver a New-hire Orientation
4. Development by Career Level
5. Competency-Based Management
6. Career Mapping
7. Performance Reviews
8. Training Schedule
9. Daily Huddle
10. Managing by Daily/Weekly/Monthly Tasks
11. Sell cars
Our industry is full of egos, and a large portion of sales manager will say they know what they're doing.
However, to borrow from the attorneys, "res ipsa loquitur", let the facts speak for themselves.
According to NADA, average turnover on the sales floor is 70 percent. However according to a compensationforce.com study in other industries it’s only 17.8 percent.
Also per NADA, It takes three years to become an average sales consultant.
Way too long and at a high cost.
Why does it take so long?
Most managers still believe in the sink-or-swim mentality.
Why? Because that's the way they were trained.
If you are in a leadership role at your dealership, your success as a leader is not measured by how many cars you sold, or how many R.O.s you wrote. It is measured by how many leaders you've grown.
Success is almost never an accident, so stop hoping and start teaching.