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We all know and I would think agree that the first 90 days for a new salesperson is critical to their success.Commitment,enthusiasm and attitude all no brainers, but what else can we, should we, MUST we help them with to increase their chances of becoming long term "Pro's?"

To the newer salespeople out there,what do YOU need from management to help you in your quest to become a top producer at your dealership?

Tags: AutoMax, recruiting, salespeople, training

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Hi Craig,

I am not a new salesperson, however I decided to answer your post because a new salesperson doesn't know what he/she doesn't know so I thought that I would help.

First, old school "car guys" assume that they need to break the individual spirit of a new salesperson by telling them to learn the rules before they presume to break them. Technically, I agree that new hires need to understand the processes established in a dealership and they need to respect the chain of command before they presume to challenge it. However, the new social dynamics being developed by today's generation of technology empowered youth offers an opportunity for us old car guys/gals to learn as many new tricks as we can and should presume to teach.

In my opinion, new salespeople need a little room to express their own personality into our established policies and procedures with the confidence that management will support their entrepreneurial endevours with as much enthusiasm and respect as we request of our new hires. Of course everyone needs to draw within the lines but the lines have been blurred by our newly evolving pull/push consumer driven marketplace and social networking is something that our new hires can teach us to compliment what we are presuming to teach them.

After all, what are friends -- and new blood for -- if not to listen and learn from each other for our common good.
Amen to that Philip! We go to many dealerships and salespeople have ZERO access to internet.Client Development 'Prospecting" is a must and in today's world a must at any dealership is giving the ability to every salesperson to use the amazing tools we all have now.
One of the coolest video's I have seen was done at a dealership with a younger salesperson doing a "Rap" Walkaround...very cool stuff.....Thanks for your remarks!
New sales associates need leaders. They need leaders with a plan and direction. People follow great leaders. Leaders today are progressive and up-to-date with the current direction of business. That direction is being defined at this very moment. It's a very different direction than the direction of previous generations.


If you want to know what management needs to give a new sales associate, refer to "Linchpin" by Seth Godin. It's the most progressive and forward thinking business book on the market today to set you up for your future and your sales associate's future. I won't go into details. Just trust the direction I am sending you if you haven't read the book already. You will find your answers in this book, I believe. It is also available on iTunes. I cannot put into perfect words what Seth has to communicate to you and your management staff. It's outstanding though! I promise that.

Let me know you thoughts if you check the book out. Every business owner and leader needs this information today.

Jason Manning
Bob Smith Toyota
La Crescenta, CA 91214
Thanks Jason I will surely check it out,appreciate it!
Thanks David, will check that out!
Biggest difference... Install a Mentor Program... Buddy up your best sales professionals with the green peas for the first couple of weeks. Have a progress sheet that they can work through together that re-enforces dealership expectations. Compensate both during this process to encourage positive participation. Hold new hires accountable for their new found knowledge. Good Selling! DTG
Two HUGE words in there for me.....Expectations/Accountable.......Any business falls apart if people don't know or fully understand what is expected of them and then held accountable to that result!
And add to that, the tools and training to do it right. If not, your greatest asset can become your greatest liability on the floor. I'll be at Digital Dealer focusing on exactly this issue.
See you there, perhaps.Thanks Bruce
What are you doing at your store?
Hi Craig,

Bruce Polkes is a friend and client of mine at Ad Agency Online -- in that order! We will be unveiling a new salespresentation/training platform for him and his partner Jim Hughes to a select group of dealers -- and friends of course. If you will be attending The 9th Digital Dealer Conference & Exposition you should join Bruce, Jim and I -- and our other ADM friends and clients -- at my pre-conference networking party on Monday evening from 6PM to 8PM at the Japonaise Lounge in the lobby of the Mirage Hotel. We will be unveiling their game changing platform there and then and we would be happy to give you a sneak preview.

After all, what are friends, ADM and The 9th Digital Dealer Conference & Exposition for!


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