Articles for Sales Experts
Thursday, July 29, 2010
Most Internet sales managers or BDC staff will tell you the frustrating part of their job is customers who won’t connect. What you hear is, “We respond quickly, quote a great price, leave numerous voicemails, send several e-mails and never hear from the customer again.”
Monday, July 19, 2010
Nowadays, your Internet leads could account for more than half of your walk-in traffic. Is your Internet team prepared to handle this volume effectively? Regardless of how productive your team is, there is always an opportunity to improve. If you’re ready to increase your market share and profitability, take some time to assess your team in the following five areas.
Tuesday, June 29, 2010
George Dans - Have you ever noticed the three types of salespeople you hire—the good, the bad and the ugly? It’s always good when you hire one of the good ones, but for some strange reason, there aren’t many of the good ones to be found.
Wednesday, May 26, 2010
Every dealer has a few great employees, but few dealers think of their CRM as one of them. I’ve always thought otherwise. There are 10 reasons you should feel the same way
Wednesday, April 21, 2010
Tony Troussov - Training people should be a top priority when developing a successful team. Most dealerships or dealer groups focus on improving salespeople while ignoring the skill set of employees in other revenue-generating departments.
Monday, April 05, 2010
Greg Wells - It happened one Thanksgiving Day. My mom and her sisters gathered around the dining room table and placed a 1,000-piece jigsaw puzzle. I’d seen them do it every Thanksgiving Day of my life.
Wednesday, March 03, 2010
Greg Wells - With a predicted 11.2 million sales in 2010, we will be short six million sales compared to 2007. Six million missing sales equates to 36 to 40 million missed showroom opportunities. It’s not market share you should focus on, but opportunity share.
Thursday, June 25, 2009
Michael Rees - So, Jessica was put in the unenviable position of having to find a replacement vehicle. The insurance company wrote her a check for just under $6,000 for her truck. Jessica started her mission to buy a used vehicle for $6,000. She started as most buyers do nowadays, by surfing the Internet ...
Tuesday, January 20, 2009
Michael Rees - New ewmployees need to know what you expect from them today, tomorrow, this week, this month, this year. If they don't, it will be impossible for your employees live up to your expectations ...
Thursday, December 04, 2008
Michael Rees - Are you and your team using the fact that so many people are saying business is bad to tell yourselves: “It’s okay that we’re not doing any better. We can’t help it; it’s just the economy”? ...
Friday, July 25, 2008
Michael Rees - So, you sign up for these programs and the number of visitors to your new Web site increases. You even hire a dedicated Internet manager to manage all these inquiries. The number of Internet sales increases, so you think...
Tuesday, June 24, 2008
Michael Rees - Salespeople have to show excitement when presenting a vehicle—not just mentioning the features that a particular vehicle comes with, but painting the picture as to what these features will do for the customer ...
Monday, May 19, 2008
Michael Rees - Hold your managers accountable for your sales staff actions ... Have your managers track each step of the sales process, and have them get involved with every customer early in the process to ensure compliance with your process ...
Wednesday, March 26, 2008
Michael Rees - Just imagine if your sales manager was introduced to each customer right after the interview stage. They would start up a relationship with your customer that would be conducive to them buying from your dealership ...
Tuesday, February 19, 2008
Michael Rees - What if instead of cutting expenses, the same dealer makes a plan to implement and follow proven sales processes? Instead of worrying too much about volume and gross goals ...
Tuesday, December 25, 2007
Michael Rees - Many dealers like to hire people on the spot (especially salespeople) and let them sink or swim; this is time consuming and expensive. Dealers have to go through the hiring process ...
Tuesday, November 27, 2007
Michael Rees - A lot of applicants will have a resume and will want to save time by not completing all parts of the application. Make it clear to each applicant that you need every part filled out..
Friday, November 02, 2007
Michael Rees - Why would you hire the wrong people in the first place? Dealers usually do their recruiting reactively instead of proactively. This means they are desperate for “bodies” to at least say hello ...
Saturday, September 29, 2007
Michael Rees - If you want to get the most out of your sales team, you have to motivate them with compensation ...
Thursday, September 27, 2007
Greg Goebel - One inherent problem is that the numbers can be deceiving because they don’t measure people that don’t buy from you ...