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Thomas Kain

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Turnover is something that occurs in every business. Employee’s leave, some get fired and others retire, it happens. The automobile business is no different, if anything, turnover rates for automobile sales consultants are higher than most. Why? It's my opinion that our industry as a whole has come to accept high turnover for so long, it's now considered normal. I'm telling you right now... HIGH TURNOVER IS NOT NORMAL, and it's costing dealerships hundreds of thousands of dollars each year. I've heard it said that turnover is just the cost of doing business. The real question is, "How much is sales consultant turnover alone costing your dealership?"

Turnover cost is not hard to calculate, however I recommend that you are sitting down when you see the number. Some of you may even want to have a crash cart standing by. To see how much your turnover expense was last year go to www.hirethewinners.com and click on the “Cost” tab.

The next question is, "What can we do to reduce turnover?" The short answer is... Hire and retain better performing sales consultants! So how do we accomplish this task? By having the right comprehensive hiring process in place.

Does your dealership currently use any pre-hire assessment tools like a personality profile? If so, does the tool inform you of the candidate’s ability to sell cars? I’ve found personality profiles used by many dealers today are nothing more than a very basic IQ test, which doesn’t tell us what we really need to know… Does the candidate have the dominant traits necessary to be a successful high-performing sales consultant? Are they motivated? Are they an instinctive closer? Do they have investigative skills? Do they have enough empathy to identify with customers wants and needs? We must know all of this information upfront about a candidate in order to assess the risk and make the right decision when hiring a new team member. By having the right comprehensive hiring process in place and knowing what questions to ask prior to the first interview, we can gather the critical information needed to hire better performing sales consultants.

A comprehensive hiring process should include the following:

  1. A quality pre-hire assessment tool to determine whether a candidate possess the dominate traits necessary to be a successful automotive sales consultant.
  2. Interview Questions: Initial, First and Second
  3. Communication Skills Questions
  4. Questions on Networking
  5. Commitment Questions
  6. Risk Assessment Tool: To determine if the candidate is a low-risk, medium-risk or high-risk investment.

In conclusion, the solution to high turnover is not rocket science. It does however require a comprehensive hiring process and a commitment from the Dealer and/or GM to see the process is enforced. By having the right tools and implementing the right processes you will reduce turnover, expenses and increase gross profit exponentially. Process is profit!

If we can ever be of help to your dealerships hiring, retention and sales processes, please contact me anytime.

All The Best,

Tom Kain
National Marketing Director
Hire The Winners
tom@hirethewinners.com
606.231.8340

www.hirethewinners.com

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