Sales Management


How Not to Run an Incentive Program

I recently watched the Freakonomics Movie on Netflix.  The chapter on Bribing Students in 9th grade to improve their scores reminded me of a lot of incentives that I have seen dealerships and manufacturers run - with similar results. In the movie, the University of Chicago approaches a high school in Chicago and offer to [...]

Filed Under: Sales Management, Sales Management Training
Need for Certainty

The Need for Certainty

Certainty is the Antidote for an Overdose of Variety The automotive market offers a phenomenal number of choices to vehicle buyers.  This choice includes the number of makes and models, as well as the number of dealerships to buy from, the financing options and choice of financiers.  Additionally, there are more secondary sellers (brokers) and [...]

Filed Under: Sales Management
Bigger Slice of Pie

Get a Bigger Slice of Pie

In the last few years,  I have several times been invited, as a prelude to training programmes, to address teams of Sales Managers on how to grow their business without simply sacrificing profitability.  This article is a blend of the content of those addresses. Your Market Pie For the sake of this discussion, the pie [...]

Filed Under: Automotive Sales Training, Sales Management, Training
Hard Act to Follow

Hard Act to Follow

I was driving between appointments today and listening to music.  In my playlist was a song called "Hard Act to Follow" by Split Enz.  This song was a favourite of mine in the early 1980s and I started singing along. As I drove and sang it occurred to me that I was singing some incorrect [...]

Filed Under: Sales Management, Training
Product Knowledge for Customer Service

In recent discussions with colleagues, we have talked about the importance of effective product knowledge in providing good customer service. One example I gave was a concierge in a hotel, who may be extremely polite, considerate, enthusiastic and eager to help. However if he/she doesn't know the hotel and its facilities, doesn't know the local [...]

Filed Under: Automotive Sales Training, Sales Management