Are Your Salespeople Sales Efficient

Are Your Salespeople Sales Efficient

That is the critical question.

What makes certain franchise specific dealerships more successful than others? What is the magical blend of process and training that works better for them than for their peers?

Much of their success (not all, but a lot) has something to do with sales productivity. Obviously, the more sales productive the dealership, the greater the ability to generate gross.

How do you become more sales productive? There are two components to sales productivity and each must work well in order to succeed. The first is sales efficiency and the second is sales effectiveness.

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If You’re Not Producing Gross, Support Those Who Do

If You’re Not Producing Gross, Support Those Who Do

For years at the dealership level, I have often heard the phrase “non-productive” employees. It is a term that puzzles me because why in the world would anyone want to employ “non-productive” people?

When I ask for more of a defined idea of who falls under the “non-productive” category, the answer I normally get is, “those are the folks who don’t produce gross.” Another response I often hear is, “those are the folks in the accounting office.” So, it appears that based on the above definition of “non-productive,” it is not possible to have salespeople or technicians fall into this category. This is something I don’t buy and neither do you.

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Creating Organizational Team Work

Creating Organizational Team Work

It is imperative that dealership personnel work together as a team to create a successful and well-run organization. Why is it then, you may ask, that department managers and those working for them think and act vertically rather than horizontally? Why is the “silo mentality,” which inhibits performance and customer friendly processes, overwhelmingly prevalent in our industry?

The answer may lie with the design of your dealership’s pay plans. We know that pay influences behavior and if your pay plans are vertically designed, they will inevitably endorse and prop up vertical-based behavior. Making strategic modifications to your pay plans will help to alter mind sets and shift behavior.

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IT Execution: The Great Profit Advantage Factor

IT Execution: The Great Profit Advantage Factor

I stand guilty before my peers. In my relentless desire to lower my golf handicap, I am constantly looking for new technology to help me in my quest to lower my scores. Guess what? With all this great technology that I’ve purchased I am now hitting the ball further but, unfortunately, further out of bounds!

Sometimes during a tough day at the links, I yearn for my trusty old clubs that I used a couple of sets ago. You see, I am just not good enough on the fundamentals, nor can I change my fundamentals enough to allow the new technology to do what it is intended to do—hence the frustration of raised expectations not being met and a lighter wallet. So much for technology helping my golf game.

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Change to Deliver and Book!

Change to Deliver and Book!

I believe certain processes in the car business need to be changed. In the face of rising interest rates and the drive to accelerate cash flow, we believe car deals should not be held in F&I for longer than 24 hours. Crazy notion? Apparently not, as we have dealers – and large ones at that – who insist that all deals delivered on Day 1 be processed into accounting on Day 2. No exceptions.

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