Selling cars has got to be one of the most rewarding jobs on the planet. There’s nothing like the smile on a customer’s face when they drive off in their dream car (and the smile on the salesperson’s face calculating the commission they just earned). Yes, selling cars is exciting, fun, and extremely lucrative for talented and hard-working individuals.
With all of the rewards, however, selling cars is also one of the hardest jobs on the planet. It takes a lot of commitment, hard work, long hours, and oh, so much patience. It’s really easy to get burned out. Fast.
That’s why it is important to take steps to keep your sales staff from burning out. Here are some ideas to help keep your sales staff focused and happy.
Focus on Health
It’s not too difficult to work hard and focus for long hours over a short period, even without adequate nutrition and limited sleep. That’s because adrenaline 
in and makes up the difference. This only works for short periods, however.
Over time, poor diet, lack of exercise and lack of sleep will kill productivity and focus. If you want your sales staff to be in top form at all times, it is important to promote a healthy lifestyle including proper nutrition, physical activity, and adequate sleep.
Rest and Relaxation
Too much work drives down productivity. If you want a well-tuned sales staff, make sure to encourage a healthy work/life balance. Encourage employees to attend family functions (when reasonable), and don’t disparage those who take time off for illness. Staying home when you are sick is not a sign of weakness, but a wise strategy for getting back to peak form faster.
Vacations from work are also a vital part of avoiding burnout. Employees need time away from the stress and worry of work so they can recharge and be more effective when they return.
Recognition
Selling cars offers the potential to make a lot of money. But sometimes the money simply isn’t enough to keep you going and avoid burnout. Sales staff needs more appreciation and recognition than just money.
Sometimes all it takes is a pat on the back in recognition for effort. Other times, it might come in the form of encouragement and positive reinforcement. Regardless, knowing you are appreciated can go a long way towards averting burnout.
Involvement
Working hard for someone else can began to feel futile after a time. Especially if you don’t have much input in how things are run. When a new salesperson starts, they are full of energy and motivation. Over time, that energy can wane and frustration can set in, especially if they feel their ideas are being ignored.
One of the best ways to validate an employee is to involve them in decisions. Perhaps your top performing sales personnel would appreciate helping with some advertising decisions, or helping to improve dealership processes. Allowing them to have some “skin in the game” can go a long way.
Advancement
Finally, let’s discuss the idea of career advancement. When a salespersons starts to feel burned out, it is harder to work through if the situation is not expected to change. However, if there is a promise of greener grass just over the hill, it is easier to keep moving forward.
The advancements don’t always have to be big, sometimes more responsibility (and corresponding pay increase) is all it takes. Rewarding loyal employees with career advancement opportunities will serve as a carrot to keep them moving forward and focused on a goal.
