Professional Community for Car Dealers, Automotive Marketers and Sales Managers
You know, the group of sales associates standing together commiserating about life. They take turns sharing frustrations about the weather, their spouses, the dealership advertising and the lousy numbers the sales manager always gives them.
Before long, you have a herd of defeated sales associates no longer eager to work – for you or themselves!
Discourage huddles. Don’t join them. By their very nature, huddles are depleting entities, leaking away enthusiasm, desire, ambition and energy of those participating. In fact, ban them – go as far as hosing them down from the hydrant when you find them!
Instead, train your staff so they develop better prospecting, follow up and Road to the Sales skills. If they do these things by the book there’s no idle time left. The only huddles you should permit are training huddles were you or your trainer engages associates in skills building.
You want sales associates who show up to work to actually work, not huddle. You want sales associates who value hard work, who understand long-term sales success – for them and for the business – is based on assertive selling, not passive selling like waiting for ups to arrive.
When you hire, focus more on the candidate’s work ethic, their desire to go to work to earn a living rather than on people who will see the workplace as their home away from home where their social life begins.
Vince Lombardi, the famous coach of the Green Bay Packers, said some remarkable things in his career. I like two of them that especially apply to work ethic:
Huddles are time wasters. Rarely if ever has a worthwhile idea, enthusiastic spirit or winning attitude hatched from a group of commiserating sales people. Outlaw huddles at your store. Then set a policy to hire only those you sense will work harder than you do – who want to show up to work prepared to make a living not socialize.