Sales Management
Do you get a sick feeling in your stomach when you look at your used inventory levels? I’m headed to Pennsylvania next week; we are working with some dealerships on sales management. You know the department that we manage the least. With lower margins how can we not track this teams daily performance and hold them accountable. Instead we allow them to dictate what we give on trades and don’t hold them accountable for the inventory. Many let them walk away and allow the dealership to take all the risk on the used equipment.
Is your team pitchers or catchers? Are they hungering for the next deal or waiting for the marketing department to get them their next sales lead.
Set the expectations.
Give them the tools to perform.
Observe and track behaviors.
Follow up and Coach.
Make it FUN.
Today is the day to look at the sales department in a different light. Don’t wait for the manufactures to take away volume bonuses to make you decide to make the sales department a profitable department every month. Lets develop those rising stars.
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