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.
×
Shawn Clos

Shawn Clos President

Exclusive Blog Posts

Top 6 Things Car Dealers Do To Make Car Buying Difficult

Top 6 Things Car Dealers Do To Make Car Buying Difficult

[youtube https://www.youtube.com/watch?v=3R7Y3kZIDVg] Your Turn To Drive discusses Top 6 Things Car Dealers Do To Make Car Buying Difficult.  Jim D…

Choose the correct CRM for your dealership OR pay dearly

Choose the correct CRM for your dealership OR pay dearly

With all the CRMs on the market today, finding the right one for your dealership is becoming more challenging than ever. There have been massive changes in…

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

Looking for a new way to win over people more likely to send a text message than to call? Set up this free message extension for your text ads on the Googl…

Must-See NADA 100 Expo Displays for Fixed Ops

Must-See NADA 100 Expo Displays for Fixed Ops

New Orleans is ramping up for the 100th anniversary of NADA, and the convention promises to be outstanding. You’ll be entertained at the NADA100 Carn…

Why Social Media Marketers Won’t Replace Your Sales Team

Why Social Media Marketers Won’t Replace Your Sales Team

Social media is changing the marketing profession in remarkable ways. According to the Public Relations Society of America (PRSA), the social media analyti…

Is Your Dealership Full of Minor Leaguers or All-Stars

I was just recently out shopping at a big box retailer looking to get my wife a new tablet. When I asked the clerk the question, can you tell me the main difference between the two different tablets that I was considering?  The clerks answer was this one is made by Apple and is $200 more so I wouldn’t buy that one.

As silly as it sounds I have been in dealerships and heard very similar conversations between sales consultants and clients. Frankly, as a manager you must get tired of your staff standing by the door waiting for the up bus or the BDC to give them a lead. Also your worst sales consultant goobling up the ups like Pac-Man. So how do you create an environment where your staff will be proactive instead of reactive and get ups to your heavy hitters?

Here is an idea that I put in place to make sure that my All-Stars stayed All-Stars and my Minor Leaguers became All-Stars.

Here is how it works:

If a sales consultant has a 90 day rolling average of 7 or less sales they were considered Minor league and placed on probation. I also placed new consultants in this category as well. They only had the following opportunities:

Minor League “Probation”

Opportunities:

Self-Generated business

Lot Up’s

Major League 90 day rolling average of 8-12 sales

Opportunities:

Self-Generated business

Lot Up’s

Phone Up’s

All-Star 90 day rolling average of 13 sales or greater

Opportunities:

Self-Generated business

Lot Up’s

Phone Up’s

Internet leads and appointments

 

By putting this program in place is made the Minor Leaguers strive to get brought up into the majors and also forced them to be proactive in bringing new clients in. While the majority of my staff fell into the Major League category they pushed to become All-Stars due to the availability of internet leads and appointments. The All-Stars always stayed All-Stars I believe because they had the pride of making it to the All-Star level and not wanting to lose out of the extra opportunities that presented themselves with being an All-Star.

In closing this only works if your managers are coaching and giving the staff the training and needed coaching that it takes to lead them to the All-Star level. Go out and make create a staff full of All-Stars

 

Bryan Armstrong
Love it!
Bryan Armstrong
Love it!
Shawn Clos
Thank you Bryan!!

 Unlock all of the community & features  Join Now