YOUR MOST PRECIOUS COMMODITY;
In our January issue, we talked about the component of successful operations that will dominate in this decade; “People and Process”. One of the greatest detriments in auto retailing at the moment is quality of people. If you think about it, it only takes to pay a fee at the DMV to obtain a sales license and you can start selling cars. How much has your sales training changed over the years, is it still shoving people in a room and talk about meeting, greeting, qualifying and closing. Or is it holding a Friday sales meeting and promising a pie in the sky if they sold the amount of cars that they have not even come close to before.
The end result is we go through people as if they are going out of style. We invest very little if at all to develop a staff equipped with proper human interaction training, process with champion interview tools and an organizational culture that communicates the same message by everyone all the time and do it with autonomy.