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This is a subject that I talk about a lot.  The first problem I see is that this person is still taking ups! A ten year veteran should be generating his own business from all the people he has talked to over the last 10 years.  He has thrown away countless customers if he has not built a good CRM base.

 I would like to see his true closing ratio.  Imagine the following, he takes 250 walk in clients to sell 25 cars.  That's a 10% close ratio.  Now look at the closing ratio of all other salespeople.  If they are averaging 20%that's an additional 25 units the dealer could be delivering each month.  Not to mention if this guy is focused on fresh customers, you know he is not doing a good job scheduling appointments and bringing people back in the dealership.  This is an area that I would really want to look at if I were a manager at your store.

I am a big proponent of an customer management system in dealerships.  This provides a level playing field for all and will help a dealership maximize sales.  Check out a company called The NextUp The Next Up

Hope this helps!