Tag Archives: sales leadership

Growth_in_a_Soft_Market
Successful_People_Prepare

This editorial appeared in the April 2017 edition of AutoSuccess Magazine.

As I was catching up with a group of colleagues, one of them used the adage, “I would rather be lucky than good.” I paused for a moment, and then without thinking, I blurted out, “Whoever said that must not have been very good to begin with.” They all looked at me with a familiar expression of sarcastic acknowledgment before one person took the brave step to ask me to explain myself.

While the tone in my answer may have seemed a little cocky or overconfident, my answer and belief in the lack of luck are deeply rooted in preparation. I am not one who hits a windfall — big wins through scratch-offs and raffles have escaped me. Sure, it would be nice to cash in on a big win, but the lack of a quick windfall doesn’t mean fortune hasn’t found its way into my life. I am certainly very fortunate and recognize that good things happen to me and around me. But good occurs because you do good things and put good things out into the universe. For me, those good things are steeped in a foundation of preparation.

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How_to_Motivate_Salespeople

In the car business money has always been used to motivate salespeople. The idea is that commissions are a big enough motivator to drive salespeople to do what they need to do in order to sell a car.

Today we have to question whether this method works on a new breed of salespeople. I’m not referring to Millennials. I’ve never really liked the word “Millennial” because I don’t believe you can slap labels on an entire generation. Besides, I have noticed that many 40- to 50- year old salespeople fit into this new breed; which is simply a large percentage of people who aren’t super motivated by money.

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Better Performing Sales Teams

In my lifetime I have visited hundreds of dealerships. I have seen sales teams that are crushing it and sales teams that are performing dismally. Over time, I have noticed common denominators in both groups. I won’t bother sharing what those are for the latter group because a dismal performance is not something you want to emulate.

However, for the first group — the ones crushing it — the common denominator boils down to empowerment. The most successful dealerships empower their salespeople with these three tactics: Read More