Transparency is critical to Generation Y and it starts with the job posting.  Dealerships should consider posting information regarding employment directly on dealership websites to include details on job responsibilities and expectations, compensation and benefit plans, sales training programs, and most importantly, opportunities for career growth and development.  This same information should also be reflected in any additional job postings, be it online or in print.  Job postings should be clear and not misleading.  For example, a sales position should not be posted as marketing or a customer service role.

The educated Generation Y population is looking for a better balance of life and career.  Addressing their wishes may have an improved effect on their overall sales performance.  Creating flexible schedules that mimic corporate America with 40-hour weeks and at least monthly weekends off is suggested.  Most dealerships will pack their sales floor with staff out of fear there will not be enough coverage.  Couple log hours and idle time and you have created a double edge sword for Generation Y, who is use to instant gratification and furiously fast multilevel tasking.  The result is a shift in work ethic in the younger generations, who can become complacent and unmotivated leading them to quit.  Dealerships can avoid this trap by watching floor traffic and make note of peak hours and non-peak hours and modify the schedule accordingly.

Income security is another appealing point for Generation Y.  This generation prefers the security of a salary or hourly wage over risking making more money on a commission based pay structure.  Generation Y is the cumulative result of “feel good” education and “everyone is a winner” sports programs and therefore lack the thick skin for aggressive selling or perceived financial risk  Creating realistic training salaries and pay plans that combine salary with commission is alluring to this generation of up and coming salespeople.

This generation lacks an individual competitive streak and is greatly motivated to be part of a team.  When constructing a training program, consider team building as part of the structure instead of competition between individuals.  During training, demonstrate why something is important instead of just giving a direct order.  Show them how each step of the process builds on the previous step.  Help them to visualize how what they do affects other departments.  Create a network of support inside the training module.  This generation is also highly technology driven and savvy.  Take advantage of this asset by including the use of modern technology during training and expand their sales role to include social media and digital marketing opportunities.

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

If you like this blog, please share with others and connect with Stephanie on Facebook, LinkedIn and Google+

Copyright © 2014, Stephanie Young All rights reserved.

Transparency is critical to Generation Y and it starts with the job posting.  Dealerships should consider posting information regarding employment directly on dealership websites to include details on job responsibilities and expectations, compensation and benefit plans, sales training programs, and most importantly, opportunities for career growth and development.  This same information should also be reflected in any additional job postings, be it online or in print.  Job postings should be clear and not misleading.  For example, a sales position should not be posted as marketing or a customer service role.

The educated Generation Y population is looking for a better balance of life and career.  Addressing their wishes may have an improved effect on their overall sales performance.  Creating flexible schedules that mimic corporate America with 40-hour weeks and at least monthly weekends off is suggested.  Most dealerships will pack their sales floor with staff out of fear there will not be enough coverage.  Couple log hours and idle time and you have created a double edge sword for Generation Y, who is use to instant gratification and furiously fast multilevel tasking.  The result is a shift in work ethic in the younger generations, who can become complacent and unmotivated leading them to quit.  Dealerships can avoid this trap by watching floor traffic and make note of peak hours and non-peak hours and modify the schedule accordingly.

Income security is another appealing point for Generation Y.  This generation prefers the security of a salary or hourly wage over risking making more money on a commission based pay structure.  Generation Y is the cumulative result of “feel good” education and “everyone is a winner” sports programs and therefore lack the thick skin for aggressive selling or perceived financial risk  Creating realistic training salaries and pay plans that combine salary with commission is alluring to this generation of up and coming salespeople.

This generation lacks an individual competitive streak and is greatly motivated to be part of a team.  When constructing a training program, consider team building as part of the structure instead of competition between individuals.  During training, demonstrate why something is important instead of just giving a direct order.  Show them how each step of the process builds on the previous step.  Help them to visualize how what they do affects other departments.  Create a network of support inside the training module.  This generation is also highly technology driven and savvy.  Take advantage of this asset by including the use of modern technology during training and expand their sales role to include social media and digital marketing opportunities.

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

If you like this blog, please share with others and connect with Stephanie on Facebook, LinkedIn and Google+

Copyright © 2014, Stephanie Young All rights reserved.

One of the retail automotive industry’s greatest challenges is attracting educated and young talent.  Most career seeking university graduates overlook the automotive industry when considering employment.  Their distaste for the automotive retail industry is typically fueled by negative thoughts about long work hours and confusing, commission-only based pay plans.

Dealers who can make a paradigm shift in their employment focus have a tremendous opportunity to attract and build the careers of the Generation Y talent available in today’s employment pool.  The answer to this automotive sales staff recruitment challenges lies in the need to shift employment efforts, to match the practices of companies that are successful at attracting new graduates.  Like it or not, change is inevitable for survival. Change and how it is handled is often a determining factor to success. Ultimately, a dealership’s success is about giving someone the tools they need to build their own success.  Hiring, training and motivating still comes down to the leadership and how much responsibility leaders will take for the ones they hire.  In order to attract a youthful automotive sales staff, you should consider creating:

• Transparent recruiting processes
• A focus on quality of life
• Income stability
• Innovative technology based dealership sales training

Automotive Recruiting Tips for Attracting Young Talent Part 2 will cover the details of each of these points.

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

If you like this blog, please share with others and connect with Stephanie on Facebook, LinkedIn and Google+

Copyright © 2014, Stephanie Young All rights reserved.

One of the retail automotive industry’s greatest challenges is attracting educated and young talent.  Most career seeking university graduates overlook the automotive industry when considering employment.  Their distaste for the automotive retail industry is typically fueled by negative thoughts about long work hours and confusing, commission-only based pay plans.

Dealers who can make a paradigm shift in their employment focus have a tremendous opportunity to attract and build the careers of the Generation Y talent available in today’s employment pool.  The answer to this automotive sales staff recruitment challenges lies in the need to shift employment efforts, to match the practices of companies that are successful at attracting new graduates.  Like it or not, change is inevitable for survival. Change and how it is handled is often a determining factor to success. Ultimately, a dealership’s success is about giving someone the tools they need to build their own success.  Hiring, training and motivating still comes down to the leadership and how much responsibility leaders will take for the ones they hire.  In order to attract a youthful automotive sales staff, you should consider creating:

• Transparent recruiting processes
• A focus on quality of life
• Income stability
• Innovative technology based dealership sales training

Automotive Recruiting Tips for Attracting Young Talent Part 2 will cover the details of each of these points.

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

If you like this blog, please share with others and connect with Stephanie on Facebook, LinkedIn and Google+

Copyright © 2014, Stephanie Young All rights reserved.

Rejection is part of the sales professional experience, but selling is a personal experience for both the salesperson and the buyer.

Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer either.  Now when a salesperson is able to bring to the table a human factor, the rather impersonal act of selling now becomes an opportunity to build a relationship with a potential buyer.   As a salesperson, we know when someone is “selling” to us and we really don’t like it, but everyone enjoys making new friends.  Friends tend to help us explore our options, they understand our needs and wants and they ultimately have our best interests in mind.  Shopping with a friend is usually a positive experience and something we do with a smile on our face.

Automotive Sales Performance Training Tip: When collecting contact information for a new prospect, do not forget to discover where they enjoy socializing on social media.  Social media has quickly become the new “spot” in town to get to meet new people, build friendships and keep up with existing friends and family.  By connecting with your prospects on social media, you have made the first step to building a relationship.

I found this awkward at first too.  But when phone calls and emails were being ignored, I took a chance and reached out through social media.  I was amazed to find an immediate response to my communication.  My prospect just happened to be signed into their social media via their cell phone and responded right away.  We bantered back and forth for a few minutes and then they asked me to call that afternoon.  I was shocked that when I called, that they picked up on the second ring.  We had a great conversation and concerns were resolved.  Not only did I make the “sale of the day”, I made a new friend on social media and “fan for life”.

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

Copyright © 2014, Stephanie Young All rights reserved.

Rejection is part of the sales professional experience, but selling is a personal experience for both the salesperson and the buyer.

Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer either.  Now when a salesperson is able to bring to the table a human factor, the rather impersonal act of selling now becomes an opportunity to build a relationship with a potential buyer.   As a salesperson, we know when someone is “selling” to us and we really don’t like it, but everyone enjoys making new friends.  Friends tend to help us explore our options, they understand our needs and wants and they ultimately have our best interests in mind.  Shopping with a friend is usually a positive experience and something we do with a smile on our face.

Automotive Sales Performance Training Tip: When collecting contact information for a new prospect, do not forget to discover where they enjoy socializing on social media.  Social media has quickly become the new “spot” in town to get to meet new people, build friendships and keep up with existing friends and family.  By connecting with your prospects on social media, you have made the first step to building a relationship.

I found this awkward at first too.  But when phone calls and emails were being ignored, I took a chance and reached out through social media.  I was amazed to find an immediate response to my communication.  My prospect just happened to be signed into their social media via their cell phone and responded right away.  We bantered back and forth for a few minutes and then they asked me to call that afternoon.  I was shocked that when I called, that they picked up on the second ring.  We had a great conversation and concerns were resolved.  Not only did I make the “sale of the day”, I made a new friend on social media and “fan for life”.

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

Copyright © 2014, Stephanie Young All rights reserved.

 Perfection is unsustainable, while personal progress is obtainable.

Stay green and let yourself grow!

When someone claims to be “green”, what first comes to your mind?  They are making an effort to reduce their carbon foot print on mother earth?  Maybe they are a vegetarian?  Or they are actively recycling?

When I hear the word “green” used to describe someone, the first thought that comes to mind is "green pea" or the newly hired automotive sales staff at a dealership.  Like a struggling seedling pushing their way up through all the heavy soil around them, to reach for the life giving sun.

Seedlings tend to:

• Adapt rapidly and are flexible and unstoppable
• Look for new ways of doing things and think outside the box
• Absorb everything around them and are a sponge for knowledge
• Maximize resource use and do more with less
• Draw little attention, while listening without the need to always speak
• Be strong despite size and have a can do anything attitude
• Aspire to be a tree with a think big and you will be big viewpoint

Nothing can stop the changes of time.  As a seedling grows into a sapling, it starts to become more rigid.  When a sapling becomes a tree, it is almost inflexible.  Even something as invisible as the wind can destroy a tree.

We are all on the pathway to becoming a tree, but successful automotive management will continue to progress as if they were still a seedling.  No matter your experience or wisdom, recycle your thinking to the time you were a seedling.   Stay green and let yourself grow!

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

If you like this blog, please share with others and connect with Stephanie on Facebook, LinkedIn and Google+

Copyright © 2014, Stephanie Young All rights reserved.

 Perfection is unsustainable, while personal progress is obtainable.

Stay green and let yourself grow!

When someone claims to be “green”, what first comes to your mind?  They are making an effort to reduce their carbon foot print on mother earth?  Maybe they are a vegetarian?  Or they are actively recycling?

When I hear the word “green” used to describe someone, the first thought that comes to mind is "green pea" or the newly hired automotive sales staff at a dealership.  Like a struggling seedling pushing their way up through all the heavy soil around them, to reach for the life giving sun.

Seedlings tend to:

• Adapt rapidly and are flexible and unstoppable
• Look for new ways of doing things and think outside the box
• Absorb everything around them and are a sponge for knowledge
• Maximize resource use and do more with less
• Draw little attention, while listening without the need to always speak
• Be strong despite size and have a can do anything attitude
• Aspire to be a tree with a think big and you will be big viewpoint

Nothing can stop the changes of time.  As a seedling grows into a sapling, it starts to become more rigid.  When a sapling becomes a tree, it is almost inflexible.  Even something as invisible as the wind can destroy a tree.

We are all on the pathway to becoming a tree, but successful automotive management will continue to progress as if they were still a seedling.  No matter your experience or wisdom, recycle your thinking to the time you were a seedling.   Stay green and let yourself grow!

About the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

If you like this blog, please share with others and connect with Stephanie on Facebook, LinkedIn and Google+

Copyright © 2014, Stephanie Young All rights reserved.

Both automotive management and sales staff struggle with vendors, prospects and/or clients that fall out of communication after a dynamic conversation.  Usually after three attempts, the manager and/or salesperson will give up without success.  Hence, the Three Strikes, You Are Out Rule.

Automotive sales training needs to consider a twist on that play…three strikes and you are in!!!!  Normally, we see a strike as a negative.  With a change in point of view, a strike becomes an opportunity to lay down a pathway to building a relationship with a vendor, prospect or client.  So the next time you call on a prospect and/or client and get their voice mail, try striking out three times as described below.

Strike One-The Fast Ball:

Leave a voice mail but without any specific details, but add that you will be emailing the details for your call to them shortly.  Just before you close the message, let them know you will be reaching out to an additional person in their organization/group/family.  Make sure this third party is relevant to the conversation, has current contact information on file and your can identify them by name.  Making this step creates a sense of urgency for your message.  For example, a voice message would be, “Hello Joe, this is Susan with the Speedy Family of Dealerships.  I am leaving you a message about the leasing opportunities that I spoke with you about last week.  You don’t need to write anything down, as I will be emailing you the details shortly.  I will also send Charles the same information so that you two can discuss this matter further.  If you have any questions, you can call me at (909) 555-3312 or reply to my email.  I am looking forward to being of assistance to you and Charles.”

Strike Two-The Curve Ball:

Reach out as you vowed to the additional party that you identified by name in your voice mail.  When leaving a voice mail for this third person, follow the format you did for the original party with an abbreviated message and a follow up detailed email.  Also let the third party know that you left the same message for the original party, identifying the original party by name.  Taking this step reinforces the urgency of your original voice message.  For instance, this voice mail might sound like, “Hello Charles, this is Susan with the Speedy Family of Dealerships.  I just left a message for Joe regarding leasing opportunities.  I thought you might like to be a part of this conversation as well.  You don’t need to write anything down.  I will be emailing you and Joe the details shortly, so that you two can discuss this matter further.  If you have any questions, you can call me at (909) 555-3312 or reply to my email.  I am looking forward to being of assistance to you and Joe.”

Strike Three-The Change Up:

Immediately follow up your voice messages with an email as you promised.  When sending an email, you should send the message to both parties at the same time which adds a level of accountability if both names appear in the “To:” field.  Start the email with a notice that you left a voice mail recently and this email details the subject of the voice mail.  Provide the details that you wish you could have left on their voice-mail, including contact information.  Sending this email allows you to go into greater detail than is acceptable or even retainable for your audience via voice mail.  Keep the tone of this email business personal and not something that looks like a mass email.  Sample email copy would be:” Dear Joe and George, I left a voice mail for you both recently regarding leasing opportunities. Here are the details of this opportunity for your review and discussion.  (Provide details)  I appreciate your time and consideration on this matter.  If you have any questions or concerns, please do not hesitate to call me or send me an email.  Otherwise, I will be calling you both later this week.  My contact information is listed below.”

Calling and calling and calling is wearing on all parties involved, but when you strike out three times in this manner, you are creating urgency, accountability and a relationship between all parties involved.  When you bring in the human factor to what is otherwise an impersonal act, you are fostering relationships and relationship building is part of developing business.

Copyright © 2014,  Stephanie Young All rights reserved.

Both automotive management and sales staff struggle with vendors, prospects and/or clients that fall out of communication after a dynamic conversation.  Usually after three attempts, the manager and/or salesperson will give up without success.  Hence, the Three Strikes, You Are Out Rule.

Automotive sales training needs to consider a twist on that play…three strikes and you are in!!!!  Normally, we see a strike as a negative.  With a change in point of view, a strike becomes an opportunity to lay down a pathway to building a relationship with a vendor, prospect or client.  So the next time you call on a prospect and/or client and get their voice mail, try striking out three times as described below.

Strike One-The Fast Ball:

Leave a voice mail but without any specific details, but add that you will be emailing the details for your call to them shortly.  Just before you close the message, let them know you will be reaching out to an additional person in their organization/group/family.  Make sure this third party is relevant to the conversation, has current contact information on file and your can identify them by name.  Making this step creates a sense of urgency for your message.  For example, a voice message would be, “Hello Joe, this is Susan with the Speedy Family of Dealerships.  I am leaving you a message about the leasing opportunities that I spoke with you about last week.  You don’t need to write anything down, as I will be emailing you the details shortly.  I will also send Charles the same information so that you two can discuss this matter further.  If you have any questions, you can call me at (909) 555-3312 or reply to my email.  I am looking forward to being of assistance to you and Charles.”

Strike Two-The Curve Ball:

Reach out as you vowed to the additional party that you identified by name in your voice mail.  When leaving a voice mail for this third person, follow the format you did for the original party with an abbreviated message and a follow up detailed email.  Also let the third party know that you left the same message for the original party, identifying the original party by name.  Taking this step reinforces the urgency of your original voice message.  For instance, this voice mail might sound like, “Hello Charles, this is Susan with the Speedy Family of Dealerships.  I just left a message for Joe regarding leasing opportunities.  I thought you might like to be a part of this conversation as well.  You don’t need to write anything down.  I will be emailing you and Joe the details shortly, so that you two can discuss this matter further.  If you have any questions, you can call me at (909) 555-3312 or reply to my email.  I am looking forward to being of assistance to you and Joe.”

Strike Three-The Change Up:

Immediately follow up your voice messages with an email as you promised.  When sending an email, you should send the message to both parties at the same time which adds a level of accountability if both names appear in the “To:” field.  Start the email with a notice that you left a voice mail recently and this email details the subject of the voice mail.  Provide the details that you wish you could have left on their voice-mail, including contact information.  Sending this email allows you to go into greater detail than is acceptable or even retainable for your audience via voice mail.  Keep the tone of this email business personal and not something that looks like a mass email.  Sample email copy would be:” Dear Joe and George, I left a voice mail for you both recently regarding leasing opportunities. Here are the details of this opportunity for your review and discussion.  (Provide details)  I appreciate your time and consideration on this matter.  If you have any questions or concerns, please do not hesitate to call me or send me an email.  Otherwise, I will be calling you both later this week.  My contact information is listed below.”

Calling and calling and calling is wearing on all parties involved, but when you strike out three times in this manner, you are creating urgency, accountability and a relationship between all parties involved.  When you bring in the human factor to what is otherwise an impersonal act, you are fostering relationships and relationship building is part of developing business.

Copyright © 2014,  Stephanie Young All rights reserved.