Thanks for all your replies. Sorry I haven't commented on them, but I've been busy training a bunch of new hires.
Matt
I'm from the Detroit area, and at one time all our domestic dealership used to be closed on Saturday and Sunday. It really was nice to have every weekend off. But then the imports came in and opened on Saturday, so slowly but surely the domestics followed. I'm sure in order to go back to those days, all the dealerships would have to go into collusion, which you know won't happen. Thanks for the reply.
Arnold
Stress certainly is a problem, especially with manufacturers cutting dealership profits and the economy being what it is. But those that make it are the ones who "run their business like a business" and plan for how they want their business to be 5 and 10 years from when they start.
Ed
You're right about the way we incentivize, compensate, and motivate folks not working. Many Managers I've seen truly do not know how to motivate their staff. They rely on the "self-motivation" concept. But I think we've all learned that in order to have motivation work, and individual has to want make the necessary changes to reach another level of sales. But as Managers, all we can do is keep trying and hope that some of it takes. Thanks for the info on the video.
Wendi
For those of you who don't know Wendi, she is the consummate "Hiring" expert. She has written a book on hiring that has received wide acclaim both inside and outside of our industry. And you're right about hiring the right management to develop their people. Often salespeople are just thrown on the floor to sink or swim. Keep preaching the word Wendi!
Angela
You keep trying to figure things out. It will take a huge effort from everyone in this industry, but first, they'll need to realize there is a real problem here. Keep thinking about it.
Alex
These tools you speak of are definitely helpful. But I'll go into dealership that have these tools and ask questions like, "do you keep statistics? And they'll respond yes, we keep statistics on just about everything. Then I'll ask, "what are you doing with them? And they'll respond, "nothing!" Many dealerships don't take to change very easily. But those that realize that the internet and tools is their next step sales and profitability, the better off they'll be.
Scott
I really like your comment. It was professional and well thought out. I tell salespeople all the time that selling skills alone will not take a salesperson from one level to the next. It's all of the things around selling skills that they have to do. Tony Robbins said, "successful people do all the things unsuccessful people don't want to do." Isn't that true! Keep writing Scott, you do it well.
Debra
I think salespeople need two days off in a row also. We work in such a "high rejection" business that the mind and body need to recoup. I'm glad you have a plan that works for you and your dealership.
Joe
I haven't had a chance to watch that video yet, but when I do, I'll give you a special comment.
Shawn
I feel for you Shawn. No one should have to work that many hours and not have a life outside the dealership. I hope you don't burn out. BTW, I only used the 50-60 example because that's what that Manager said. I know there's tons of salespeople and managers who work a lot more than that. Take care of yourself.
Erika
Congratulations on finding a system that works. We had a dealership here in the Detroit market that got rid of all by 5 of their top salespeople, got rid of all but one of their Sales Managers, and got rid of the Finance Manager, invested in computer technology, got everyone Blackberry's so they could answer phone-ups on the lot, gave them all the tools to do their jobs easier and better, and increased sales and profits with over half his staff gone. I like the way you take care of your people. It was a great comment and I hope you keep writing.
Thanks again to all who commented.
