Benefits for Retention Starts at Hire Training and Development
Management is the Key Clear Expectations Procedures and
Accountability Compensation and Incentives Allow for Growth Why You
Cant Afford Turnover Handling Resignation
Slide 3
Long term Benefits Increased Sales Increased Profit Better CSI
Easier to Manage Enjoyable Atmosphere
Slide 4
Advertise more effectively Attract the best Respond Immediately
Interview Professionally Background and Drug Screening Personality
and/or Sales Aptitude Evaluation Dealership Standards - Pride
Loyalty and Dependability How many do you need?
Slide 5
Company Orientation Product Knowledge Industry Knowledge
Customer Service Philosophy Sales Training No Substitute Timely,
Relevant, Realistic and Reoccurring Active Engagement
Exercises
Slide 6
Management must be Leaders Managers are the Key Create a
Challenging, Healthy and Competitive Environment Treat Salespeople
as a Valuable Commodity Salespeople Quit Managers, not Companies
Never Threaten Job or Income Treat Sales Team with Respect Written
and Verbal Appreciation Monthly Treat all Salespeople Equally
Salespeople as Business Partners Management Generated Turnover
Slide 7
Inspire and Empower vs. Direct and Control Lead by Example,
Praise Achievement, Open Communication Creates Best Performance
Involve Salesperson in Goal Setting Hold Your Salespeople
Accountable Daily Activity Review Address Issues Head-On Within the
sales system, what is causing the salesperson to fail?
Slide 8
Exact Road Map Detailed steps, no winging it Management Income
Directly Related to Sales Team Mandate Specific Time for
Prospecting New Business Daily Tracking and Monitoring of
Activities Is Everyone in the Dealership Involved with and/or
Supportive of the Selling Process? Is There Conflict Between
Departments?
Slide 9
Understandable Salary Increases tied to Achievement Commissions
and Bonuses Easy to calculate on a daily basis Same plan for entire
sales team Recognition Top Gun, Presidents Club, Winners Circle,
Extra Mile
Slide 10
Sales Incentives Must Excite All Salespeople Offer Low Cost
Perks and Salary Incentives Longevity Produce Set Number of Outside
Sales New Hire Plan Extra Days Off, Long Weekends, Holidays
Reimbursement Programs Car Payment, Insurance, Gas, Health Club,
Oil Changes, Travel Benefits
Slide 11
Ongoing Training Provide Latest Technology Outside
Professionals Management must participate Personal Development
Backup Management Duties Training Director Assistant Manager
F&I Backup Closer Positions Mentor a New Salesperson Freedom to
Express Opinions
Slide 12
Recruiting and Training, LLC Dealership Most Valuable Asset
Fully Trained and Seasoned Salespeople Best Ambassador Possess
Positive Attitudes, Self Motivated, Strong Desire to Succeed
Develop Loyal Following Excessive Turnover hurts Morale Costly in
Terms of Time, Energy and Money Negative Impact on Customer
Loyalty
Slide 13
React Immediately Prevent Common Knowledge Know and Understand
Exact Reason(s) Why Should They Stay? Solve the Salespersons
Problems Prevent Further Resignations
