This article first appeared in the February 2019 issue of AutoSuccess Magazine.
Dealers are struggling to fill sales positions, according to the NADA 2018 Dealership Workforce Study. Total sales consultant turnover is at 80 percent, and hiring efficiency is 46 percent, which means dealers need two new hires to find the right sales consultant. Additionally, 42 percent of sales consultant terminations happen within the first 90 days.
Why do dealers struggle with filling sales positions? Several factors come into play, including workplace culture, pay plans, lack of training and a low unemployment rate. But I also believe that many dealers are too quick to fill open positions. Finding the right fit for your dealership is a thoughtful and deliberate process.