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.
×
Thomas Kain

Thomas Kain CEO

Exclusive Blog Posts

10 Things in Sales that will Never Change

10 Things in Sales that will Never Change

Here is my take on 10 things that will never change in Sales.  When you have a clear understanding of how these 10 things work, you'll undoubtedly…

Are You Selling Service Contracts in the Lane?

Are You Selling Service Contracts in the Lane?

Several dealers reported record months in the service drive. With a record number of RO’s hitting the lanes each day, it is a gold mine for selling s…

Women in the Dealer Workforce: Where We Are & Where We Can Go

Women in the Dealer Workforce: Where We Are & Where We Can Go

It’s no secret that women make up a small portion of the dealer workforce and turnover among women is high. By not attracting and retaining women in the …

Car Subscriptions - Q and A with Bill Playford

Car Subscriptions - Q and A with Bill Playford

I had the chance to interview Bill Playford about car subscription services, and how they're going to change the marketplace. Take a look what this ins…

Be The Exception

Be The Exception

How brilliant marketers find and follow what makes their stories different in a world full of average content DrivingSales is excited to announce th…

There are four traits that every successful automotive consultant must possess.  Though they may not possess or be dominate in all these traits, in order to be a successful sales consultant, they must either have or be able to attain the following traits:

  • Motivation
  • Closing
  • Empathy
  • Investigation
Today I would like to discuss Motivation and how this trait is a key to being successful in automotive sales.
 
The best sales consultants are more motivated than the average sales consultant.  Research suggests that motivation is by far the most important trait of a good salesperson, accounting for as much as 40% of sales success - making it twice as important as any other dimension. Candidates with high motivation are high achievers who put in long hours and devote high energy to accomplish their work. They are confident, engaged, excited, interested, dedicated, and committed in their everyday work and take great satisfaction in being busy and productive.
 
There are two types of Motivation:
  • Intrinsic motivation - The drive that comes from ones self.
  • Extrinsic motivation - Comes from another person (The Manager).
It is important as a Dealer or GM that you understand these two types of motivation when it comes to hiring a sales consultant.  Why?  You need to realize that sales consultants who are motivated intrinsically are going to be more confident, self sufficient, dedicated, and committed.  They will need far less management intervention as these sales consultants are already committed to getting the sale!  However, sales consultants that are motivated extrinsically will need more outside motivation from their manager, as they are not as confident and committed to asking for the sale.  Understanding these two types of motivation will go along way when it comes to hiring high performing sales consultants!
 
If we can ever be of help to your dealerships hiring, retention and sales processes, please contact me anytime.
 
All The Best,
 
Tom Kain
Hire The Winners
tom@hirethewinners.com
606.231.8340
 
www.hirethewinners.com

 Unlock all of the community & features  Join Now