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sales

Concise for Quick Sales – Why Selling ‘Unicorns’ Isn’t Always Helpful

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Regardless of the state or city, car shoppers have multiple choices for a selling dealer. Within a five-mile radius, there could easily be two or three dealerships retailing the same brands, and more than a dozen others. For rural buyers, the same rings true on a wider scale. New vehicles are extremely accessible. It’s mostly […]
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close

Tips If Your Dealership Has to Close Up Shop

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The COVID-19 pandemic is hitting America hard with huge numbers of cases coming from Florida, Washington, California, and especially New York and New Jersey. It’s far from under control and the US government has ratcheted up protection methods including shelter-at-home orders and strict social distancing protocols. Streets are markedly empty where bumper-to-bumper traffic once dominated […]
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in the dark

Keep ’em in the Dark!

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For years now, we’ve been operating under the dangerous assumption that keeping our sales staff in the dark will somehow protect the “sacred cow.” Dumbing salespeople down and keeping them in the dark was viewed as a benefit, not a disadvantage—a shrewd move on the behalf of dealerships to keep the front-line sales team undereducated […]
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F&I specialist

The Importance of an F&I Specialist

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Nowadays, some sales managers are submitting deals to the bank directly, assuming that all they’re doing is streamlining the process. On this week’s episode of F&I Today, Becky Chernek discusses the importance of having an F&I specialist at your dealership.
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department

Is Your Dealership Running a Sales Department or a Business Prevention...

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Back in my tech company days, apparent no-brainer agreements often got caught up in the legal department. Sometimes months would go by before we’d get a yes or no. Even though many of these deals had the potential to move our program (and revenue) further by galactic proportions, meeting after meeting would pass without an […]
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F&I manager

Signs That It’s Time to Fire Your F&I Manager

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‘We have to let you go. Clean out your desk and hand in your keys’. There isn’t a manager on the planet that has not dreaded having to say those words to an employee. F&I Directors are no exception. Firing an F&I manager can be a particularly tough issue. Their position is unique within the […]
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sales managers

Turn Your 8-Car Alans into 30-Car Theos


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Sales managers – many of whom routinely sold 25 or more units a month in their selling days – often lament that today’s salespeople just aren’t motivated to do what’s necessary to sell 20, 25 or even 30 units each month. We hear “he’s lazy” or “she won’t listen” or even “he won’t make his […]
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sales

How to Scale Success

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How do you scale sales success? It’s one of the most common questions that sales managers ask themselves. You need your sales team to follow protocol, but you also want them to find their own unique voice. Ensuring each member of your team is successful might be difficult, but it certainly isn’t impossible. Now, I […]
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sales managers

5 Tips for First Time Sales Managers

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You were just promoted for the first time to sales manager. Congrats! The path for most sales managers, typically bag carrying sales reps themselves once, is to come up through the ranks and exceed their quota every step of the way. As a sales rep, you spent your days focusing on your individual deals, tactically […]
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newscast

Jonathan Banks on Smart Inventory Tactics | 5 Tips for First...

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  On today's CBT Newscast for Wednesday, May 17, 2017: J.D. Power's Jonathan Banks on Smart Inventory Tactics In this insightful interview with Jonathan Banks, Data &...