Here Is What Every Sales Manager Should Be Doing Inside Dealerships

In today’s world of Automotive Sales Management there are so many things thrown at you and the throwing seems to never stop. So many Sales People are promoted to Sales Management and are given reward, early praise, early training. That are early training is short lived due to the demands of closing deals and managing the store and so much more. When I first entered management I was super excited and a little nervous, like most new sales managers are when they start. I was given a little coaching from veteran managers but soon after I was on my own. However, I began to seek out my own training and invested in myself by attending Sales Manager Trainings in which I paid thousands of dollars for, it was totally worth it because it accelerated my career. Before I knew It I was offered my first General Manager job and then an opportunity at ownership. All this happened because of the following things I did as a Sales Manager. Over those years I learned valuable lessons and these I want share with you what Sales Managers should be doing daily, starting with checking your attitude daily.

Check Your Attitude

You will be challenged daily and you had better step in that showroom with your “A-Game” attitude. In others you should check your attitudes at the door and remember what you do daily is not in the dealership is not about you! Yes, I said it… you must come ready to serve, educate, motivate and inspire people. Of course the Owner and General Manager have a list of demands for you, that’s a given. Not mention all the fires, customer beefs and $5.00 an hour administrative work you have to do, you still need to keep your attitude positive. Your attitude is clear indicator of your character. It tells sales people and the people you work with who you truly are. A day in the life of a dealership showroom will test you the see what kind of intestinal fortitude you have.

This why you must have you must understand that Attitude is King when comes to leadership. You cannot afford to show up to work in a bad mood because of a personal situation or a issue you have with ownership. Whatever it may be there are Sales People depending on your leadership and your help. So you cannot afford be moody or indecisive in your decision when comes to attitude. I look at attitude on two spectrums, either it is good or bad there’s is no in between. When I was a General Manager I would rather my Sales Managers to stay home if the have a bad attitude because it can infect the whole store’s mood. Personally I will not stand back and allow that. So with said your attitude is crucial to the success of the store. A bad attitude is like a arrogant person who can do no wrong__ arrogance it’s like a fart in an elevator, it stinks and no one wants to be on that elevator. Please check your attitude, because you are the reason Sale People rise or fall. It’s the key reason Sales People quit and customers buy elsewhere.

Stop Trying To Do It All

I appreciate the efforts of a good Sales Manager who is versatile and can multi-task. However, it can become a bit overwhelming and things can and will fall through the cracks, starting with the loss of Sales People. I have talked with numerous amounts of Sales People at trainings and when I ask they what makes them leave a dealership for another one is a Manager with a bad attitude, second was a Manager who was too busy for their Sales People. You cannot do it all because as the saying goes a jack of all trades and master of none is what you will become. Here’s what I suggest that you do, get organized and delegate to other managers or senior Sales People. Your ability to lead is all based on how well you handled tasks, train, hire, fire, coach, close deals, put out fires, handle beefs and of course dealer trades, call in deals the list goes on and on. If you are going to be successful, then you had better quit trying to do it all. Sales Managers are fired and burn out all the time because they were doing too much and allowed thing to fall squarely on them when it comes to poor sales performances. Instead of focusing on the more productive and important tasks of selling and managing Sales People, they became overwhelmed by unimportant tasks. I highly recommend you make a to do list daily and focus on the important things first, this way you can stay on top of things and it free you up to coach Sales People.

Coach, Coach And Coach

As for me, a former High School Coach I really excelled as a coach and it carried over into my management career. First as I Manager I knew I had to convert my coaching skills into great management skills and that start with observation and listening. Many may have thought I too quiet as Manager when in essence I was learning about my Sales People. You see a great Sales Manager has to start here, observing and listening. This is where I would always tell them where they needed to help that individual improve their skills and also where I could start with a good complement for what they did well to give the a boost in confidence. Next of course I would make them aware of the potential they had to build a great career in selling. You see, as a Sales Manager you must invest in your Sales People. Think about it, the more you invest your skills training and time into your Sales People, the easier your job becomes. Sales People are more confident when they are sure of what they are doing. However, this takes time, coaching one on ones and a solid sales training regimen that is on going. By on going I mean advising your people to attend sales seminars; I always told my Sales People that if you want to great in sales, then you must attend at least four seminars or training events separate from your dealership each year. Encourage them to invest in themselves to get better. If you coach your Sales People daily, then you will certainly get a return on your investment and most of all reduce your turnover in the Sales Department.

Make Phone Calls

The phone is still the most important tool you can have in sales today. I can still remember Sales Managers telling the Sales People to get on the phone! Or Makes some calls today! This should never bet uttered from a Sales Manager’s mouth without giving clarity of how to do it or what should be said during phone calls. I suggest you make phone calls with your Sales People and coach them through their calls, this will help them to grow and gain confidence. Besides, the average Sales Person doesn’t follow up because no one has ever showed them how to follow up. Which is why you make calls with your Sales People. So when you remind them to get on the phones they will know how to make their phone calls. Also try to make a phone call to everyone you do a turnover(TO) with in your showroom the following day to concrete that you are serious about earning that customers business. Your Sales People will love you for this but also it will make them aware that you got their back. My Sales People knew I was known for making follow up calls on deals I touched. It made them become accountable and kept them on their toes in knowing that I would be totally involved and aware of the details of the deal. Sales Managers today fail to this because the assume their BDC ( Business Development Center) or Sales People will make the call; no you make the call. It’s important that Sales Managers view follow up just as important as any other task in the dealership remember, your Sales People are watching you. Besides, if you want to have huge Saturday sales increase, make phone calls a priority for yourself and your Sales People.

Get Involved In Sale Process Early

I cannot tell you how many times I have advised young Sale Managers and even older experienced Sales Managers to get involved in a deal early. What I mean by this is that get from behind the desk and do what I call a Pre-TurnoverTO), go meet the customers early in the process. The Pre-TO makes the customers a little less apprehensive and surprised to be meeting a manager this early. Today it is so important for customers to be make customers to feel good about their experience. This is also especially a great idea to help need new green-pea Sales People. So many new hires are lost in the shuffle of working the deals without any idea of what to do. When I was managing my new hires, I would require them to check in with me before their test drive. I would then go in to introduce myself to their customers and clearly explain to them this a new Sales Person in which I would be assisting them throughout the process. This can boost the confidence of your Sales People and help you to maintain good employees of increasing sales productivity levels too. Getting involved early in all your deals will increase your opportunity to close more deals and certainly make more money for everyone involved. I truly believe most customers leave because they meet the Sales Managers too late in the process. So I recommend you implement this in to your arsenal of managing skills. Meeting customers early changes up the the customers perception of how a dealership operates. Beside rapport is the key to making deals and improving CSI scores.

Walk The Inventory

If you want to be a sharp as Sales Manager, then start walking your inventory a couple times a day. This helps to keep your mind fresh and even puts you one step ahead of your Sales People. You see, so many Sales Managers are lazy and will not even set foot on the lot except to go grab something off the Roach Coach(food truck) or the leave to go home. You can get some fresh air, exercise and a chance to make sure the inventory is tight. This will save you and your Sales Staff grief from damaged inventory, flat tires and such. Set the example as to what a real good Sales Manager should look like.

Hold Positive, Productive Sales Meetings

How you conduct your Sales Meetings will usually determine your sales productivity for the day. I strongly recommend that you do not hold meetings that is filled with fire and brimstone, because it absolutely does nothing for the betterment of the dealership. Your Sales People need to have positive attitudes and believe it or not you as a Sales Manager can control the the attitude of a dealership. Bumming everyone out will hurt your productivity and you cannot afford to have a Sales Team selling out of fear and having a bad attitude from the sale meeting. One thing that most Sales People hate are managers who manage by fear and intimidation. As a Sales Manager it is your job to motivate, educate and inspire your Sales People. Besides, a motivated and inspire Sales Team will help you to set records. So hold positive productive meetings, start off with some music or perhaps a guest Speaker, educational video. These can all make a difference in a successful month of selling cars. The car business is tough as is and your meetings can help to make selling fun.

You are the straw that stirs the dealership and the ownership as well as Sales People are all depending on your leadership everyday. Come to work with a Championship Attitude, the will to win at all cost and to help make the job fun and exciting.

Remember, A Championship Attitude Always Wins!

Be Great,

Roger