Automotive Management Training

Recruiting Best Practices: Hitting the Target with Performance Based Hiring

Most HR professionals play the numbers game as the formula for success. The goal is to present as many candidates as is feasible, as fast as possible, until someone gets hired. Yes, this approach creates large databases that many HR firms can brag about and impresses hiring managers with the number of available candidates, but …read more…

Automotive Management Training: Profitability and The Pathway Out of the Rabbit Hole

Is Your Dealership Suffering from The Rabbit Hole Effect? There are many reasons why dealerships often miss their forecast goals and show a loss of profit in financial statements. One reason is the “Rabbit Hole” effect. Remember the popular children’s story “Alice in Wonderland”? The principal character in this plot is Alice, who falls down …read more…

Automotive Sales and Managment Lesson: How to Resolve Customer Service Concerns

Three Customer Service Facts: Customers satisfaction is easier than you think, because a customer is usually satisfied with less than you think. Customers who make the effort to complain, want you to make the effort to make things better. Customers who have had a problem resolved, are more loyal than customers who have never had …read more…

Sales Training Lesson: Bugs in the Potato Salad

“It only takes one bug in the potato salad to ruin a picnic,” according to one of the little old ladies I went to church with as a child.  As I move further away from a precocious child and closer to being a sweet little old lady, I am realizing that she was not registering …read more…

How to Advance Your Automotive Management Career

The professional is always striving to master their craft, while the idiot believes they have mastered their craft and striving to prove it. Best piece of advice I have been given as a manager:  Always be teaching others how to be you.  Inspire them to be gunning for your desk and to become you.  Humbly …read more…

Superstar Salespeople May Not Always Shine Brightest

A few years ago, we looked at a type of salesperson known as the “superstar,” and how they can impact the sales volume of the entire team in a negative way — contrary to what you would believe at first glance. That particular blog struck a nerve, and continues to be a pain point we …read more…

Four Steps to Becoming “The Best Place to Work”

Value your employees The best company cultures provide environments that attract employees that want to work. Making an effort to treat all individuals with respect and consideration.  Provide competitive and pay plans that provide a living wage and room for bonuses for those who excel.  Create benefit plans that accommodate a variety of options for …read more…

Six Ways to Building Human to Human Transactions

It’s unfortunate, but when approached with a genuine request to be of assistance, most of us are prone to wondering “What do you want from me?” or “What are you selling?”  The all too common and frequent hidden agendas that often occur in B2B and B2C interactions are to blame for this malaise. A single loyal …read more…

Creating Red Carpet Customer Service

There are probably a thousand reasons or more that customer service and creating lifelong customers is a valuable automotive sales training topic, but here are just nine that affect all industries that should get your attention. 86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors …read more…

Automotive Management Training: Recycling Your Perspective

When someone claims to be “green”, what first comes to your mind?  They are making an effort to reduce their carbon foot print on mother earth?  Maybe they are a vegetarian?  Or they are actively recycling? When I hear the word “green” used to describe someone, the first thought that comes to mind is “green …read more…

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