3 Ways to Ensure You Are Staffed For Success

automotive recruitingFor automotive dealerships who rely on agencies like the Manus Group to help ensure consistent staffing levels year-round, it is imperative to do a bit of advanced planning to ensure no employment gaps will potentially lead to losses in both reputation and revenue.

To that end, there are three steps every dealership can take to ensure the right people are available at the right time. Following these steps will also ensure the right resources are free to help fill in the staffing holes that will inevitably crop up in every business.

Evaluate Your Team.

It might seem like an obvious first step, but many dealerships get complacent when it comes to knowing what the current staffing levels are. The number of employees is easy enough, but what skills do each of them bring to the table? If there are 10 salespeople, but three have the knowledge and ability to move into F&I, it might be better to promote from within, rather than look outside the dealership for new F&I managers. Likewise, if someone has been working in reception but has promise as a salesperson, it would be better to move them into that position rather than hire a salesperson who has no working knowledge of the dealership’s clients, inventory or policies already.

In many cases dealerships don’t really need to hire new people, they just need to move the people they have into roles that better utilize their talents. One thing to keep in mind is that just because someone has the aptitude to take on a different role in the organization doesn’t mean they already have all the knowledge required to excel at it. This is where training programs come in. Rather than hire someone new and have to train them in the basics before you can even begin to start on the more advanced principals, invest in training programs for the people already working there. That is the path to more well-rounded, loyal employees.

What Are Your Staffing Holes?

Once the dealership has ensured all the current personnel are being fully engaged in the positions they are best suited for, then it’s time to take a look at the holes. And it should not be as simple as saying “we need two more salespeople.” Instead look at the specific needs of the dealership. Is there a need for someone who can handle ups more easily? Or is the need for a salesperson who can work more closely with the BDC to handle their incoming leads? Perhaps the dealership is looking for someone who can fill a hybrid position, handling the sale from the moment the customer walks through the door until they sign the final paperwork rather than handing them off to an F&I manager. The point is that not all sales positions are equal, and it’s important to get the right person for the job.

Take a hard look at where the dealership is today and where it is headed and staff accordingly. The right person for the job might not be the same type the dealership has hired in the past. Once the true needs are examined, someone with a completely different skillset might be what has been missing all along.

It’s Time to Hire.

Agencies like the Manus Group specialize in taking those missing skillsets and finding the right person for the job. It’s more than just finding a willing candidate; applicants should be screened multiple times and be pre-qualified via methods such as questionnaires, phone calls and emails. They should recruit from more than one source to ensure the widest range of candidates possible. They should monitor the postings and responses daily so the dealership doesn’t lose out on a great potential hire. And they should have direct contact with every potential candidate before the dealership ever meets with them.

It is tempting to just throw an ad on a job posting site and see what happens. And there is no denying that sometimes that does work out. However, it takes a great deal of time and effort on the part of the dealership, taking a person away from their regular work to manage the process. Using professional recruiting services tailored specifically for the automotive industry means getting a team who understands the business already, and who can take on the work behind finding the next rockstar salesperson so everyone else can get back to doing what they do best.

An outstanding recruiting agency can do more than just help find warm bodies to fill positions. They can help match the skillsets to the staffing holes, and beyond that they can help train those new hires — and even the current staff — to ensure the best possible outcomes.

If these steps are taken on a regular basis, the dealership will always be ready to handle all of the business’ ups and downs. There will be no scrambling to try and hire as business picks up, or rooms full of irritated customers waiting for their turn to sign paperwork, or lost sales walking out the door because the right salesperson wasn’t available to help them. Working with an agency ensures the dealership always has the right staff at the right time.

The Manus Group Stephanie YoungAbout the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. In here spare time, Stephanie mentors and encourages  young woman to pursue their interests in STEM field careers and is the driving force in her “Share the Love…Be a Volunteer” program.

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Copyright © 2017, Stephanie Young All rights reserved.

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