Expert auto recruiter Anthony Santangelo discusses what skills he looks for in top salespeople

Sales training today looks significantly different than it did just a few years ago. So as we move into the third quarter of the year, is there an area that sales teams should be watching? Joining us on today’s show, is Anthony Santangelo, National Sales Recruiter and Trainer for AutoMax Recruiting and Training, to discuss some of the biggest challenges sales teams are faced with today.

Santangelo begins the conversation by discussing some of the changes he’s seen in the new ‘post-COVID’ world. He says, the car industry is constantly adapting, and 2021 is a different era. It’s a different culture and mindset but it starts with the people.

In his role as National Sales Recruiter, Santangelo says the skills he looks for are in his I.C.E acronym: Integrity, commitment, and efficiency. He wants to impact lives. He also says, car dealers need to think about their pay scale in order to attract top talent. Now is the time to give employees better salaries. Santangelo says you have to look at the bigger picture. Car dealers are losing good employees due to their own poor processes.

Santangelo says, he learns as much from his AutoMax graduates as they learn from him. We all can learn, grow, and use more training. With pandemic challenges and chip shortages, this is the perfect time to work on self-improvement. He says, make sure you’re training your salespeople’s minds and preparing them for the journey ahead.

Santangelo ends the conversation by stating what car dealers and employees should be doing to benefit both ends of the spectrum. Santangelo says you can’t have a salesperson get complacent, in fairness to the dealer. With things shifting back to normal, a salesperson can’t be lazy but a car dealer can’t be selfish, either. It has to work on both sides because you don’t want to undervalue either person.

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