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.
×
Jim Flint

Jim Flint Founder & CEO

Exclusive Blog Posts

When Service Advisors Say, “Hey, That’s MY Customer!”

When Service Advisors Say, “Hey, That’s MY Customer!”

To say that the dealership I worked at was Dog Eat Dog would put it mildly. It wasn’t just a competition to be at the top of the figurative servi…

In 2020, Resolve to Change Pay Plans

In 2020, Resolve to Change Pay Plans

New vehicle sales are slowing and increased pricing transparency is eroding front-end sales margins. I predict that increased F&I pricing transparency …

Set Goals for the Year Not Just the Month!

Set Goals for the Year Not Just the Month!

Planning and setting goals for the year ahead is hard considering we tend to plan month by month especially when it comes to measuring success. So instead …

MDP 029 | The Great Divide: Fixed Ops / Variable Ops - Special Guest Phil Larrick

MDP 029 | The Great Divide: Fixed Ops / Variable Ops - Special Guest Phil Larrick

  #FixedOperations #GenZ #EmployeeAcquisition #OnlineRetailParts   David & David are joined by Phil Larrick. Talking about Fixed…

Join Us for a Fireside Chat with Current Automotive

Join Us for a Fireside Chat with Current Automotive

Chat with Seneca Giese, Co-Founder of Current Automotive, and discover how they are transforming the car-buying experience in Naperville, Illinois. In j…

Rethinking the NFL Draft Model—Marketing as QB

Tonight four of the top draft picks in the NFL Draft are expected to be quarterbacks. Meanwhile, two of the top 32 will be wide receivers.

Recently I visited with one of the top collegiate quarterback coaches in the nation.

“There’s a saying in football that the further away you get from the ball, the less a part of the team you are. Quarterbacks are team leaders and offensive lineman are typically good teammates. On the other hand, wide receivers and cornerbacks, they do their own thing. They live on an island and aren’t really all that connected to the team as you might otherwise think,” he said.

It made me think. Would we be better off to look at “Marketing” as the Quarterback and “Sales” as the Wide Receiver in today’s automotive retail environment?

When the quarterback comes to the line of scrimmage, he assesses the situation, makes an adjustment, calls out an audible and starts the play. Further out, the wide receiver hears the adjustment, runs the route and maybe out of their five teammates the play results in a completed pass. Call it 20% odds. Even steeper odds, the wide receiver might catch a touchdown pass. When the big play does come, we celebrate the success. Sales anyone?

The football analogy works for a sales environment where marketing functions as the QB. Read the analytics, connect with the people, adjust the view and deliver the plan. Sales becomes the wide receiver. Marketing becomes the QB and knows what everyone is doing; however, the wide receiver just knows his route and that the goal is to score points.

Not unlike the NFL Draft, in today’s Big Data world, who you select as your quarterback will impact your team much more so than who’s playing wide receiver.

Who is the quarterback at your dealership? 

 Unlock all of the community & features  Join Now