• DEALERS AND MANAGEMENT REPORT
  A challenging perspective
  (please print for key management)
  
  Dave Kemp, the Automotivator
  10 Ways to Increase Sales and Profits in 2011.
  
  It will Profitably affect YOUR bottom-line.
  
  It’s that time to shift gears and rethink your sales approach for 2011. Energize and activate new leadership actions and attitudes at your store.
  
  The Automotivator Profit Action Plan for 2011
  
  1) Dealers - Stop Hiring Sales Managers - Start Hiring Sales Team Leaders. There is a difference. My experience proves this over and over again. Sales team leaders create profits and sales. Sales Managers keep the status quo.—good sales team leaders are entrepreneurs—they function differently than managers. They think and act differently. Leaders and managers are both necessary but they are not the same functions. Can your sales manager become a sales team leader? YES, if you give them the clear expectation and authority and Professional Development to do their work!! Many will strive with your permission.
  Do you have managers or leaders???
  
  2) Sales Team Leaders – They focus on results every day. They change the focus of your sales consultants from showroom traffic dependent to building their own business as an entrepreneur.
  Three questions for YOUR Sales Team Leaders:
  · What are you doing everyday to help your sales consultants create sales?
  · What are you doing to create wealth for your sales people?
  · What are you doing to stimulate business building activities for your sales consultants?
  
  3) Leaders—Set Daily Sales and Appointment Goals - It’s about personal accountability and action. Only personal goals will motivate individual Sales consultants to sell more. Your team needs to be focused when they come on shift.
  Ø Engage your automobile sales consultants in setting daily and weekly activities to achieve their personal income goals.
  Ø Celebrate success in your sales meetings—buy the coffees and lunches with your achievers.
  Ø Encourage your less successful people by reviewing and giving specific, positive direction that will help them be winners.
  The results are significant and profitable.
  
  4) Sales team leaders - Focus on action activities between ‘ups’. There is a whole lot of business being lost everyday. Customers come, look and leave your dealership every day. My Trackstar clients have a Daily Organizer to create sales. They get into the sales zone quickly.
  · Every showroom walk-out needs to be followed-up at your dealership.
  · 4, 5 and 6 year old past owners need to be connected with and appointments made to purchase again.
  · Referrals need to be targeted daily with each delivery, service departments referrals, orphan customer adopted, internet prospects mined.
  
  5) Sales Team Leaders. Don’t ride the bench and just talk about CLOSING. Be ‘hands on’:
  Ø Get involved in the sale more.
  Ø Arrange to be introduced to each client early in the sale.
  Ø Always arrange to meet each unsold client before they leave and offer encouragement and suggestions that may help them make a decision to buy.
  Ø Be available to coach each consultant, one-on-one, for only five minutes every other day. Focus their activities and monitor their results.
  Ø Approve deals that normally you wouldn’t take to WOW your team and to stop them desking their own deals.
  
  Key Sales Desking Point - You lose lots of sales each week because your sales people stop working deals they think they can’t get you to buy! They walk deals because you are predictable.
  
  6) Avoid Negative Attitude as Leaders. Even when your volume of sales is down, lecturing, bullying and filling salespeople's ears with negative comments won't turn things around—and will likely only make things worse. You don’t like when it happens to you, right?
  You become the source of negative influence. You become someone to put up with not benefit from. Your people don’t seek you out for coaching because they don’t want to catch crap. People avoid pain. They grin and bear it when you are playing the boss but they don’t enjoy the experience.
  
  7) Make Work Fun. Lighten up damn it. Nobody wants to work in a dull job for a boss who constantly yells at, belittles or harasses others.
  Ø Create a team environment that's fun, and people will want to come to work to work, every day.
  Ø Hold spontaneous contests, provide regular incentives have company lunches and gatherings to build team morale.
  Ø Share successes in sales meetings, and be committed in an effort to help every team member succeed.
  8) Provide regular Professional Development. Some dealers or sales managers are control freaks. They won’t access professional development for their sales teams. They think it shows weakness in themselves or worse yet—they think they have all the answers. Wrong.
  It shows they are true leaders. Your sales team will compete better. You are tapping into expertise that can cut through the sales challenges your sales consultants have on your floor. Energize and refresh your sales team. Professional Automobile Sales Training is the best way to create wealth and personal satisfaction in your salespeople’s career as commission–based sales people.
  
  9) Attend my dealers and leaders only, Motivating the Motivators Leadership Workshop.
  Ø The Art of Desking the Deal with No mark-up or low-mark-up vehicles
  Ø Discover your natural leadership style
  Ø learn powerful in-house automobile sales training methods
  Ø find out how to hire winners
  Ø incentives that work and much much more.
  
  For a partial workshop outline go to http://www.automotivator.com/ . Email me today for the dates of our next session. They are great fun and highly motivating.
  
  10) Become even more competitive. Everyone wins. Your sales team leaders and salespeople will have good paying, steady careers, and your dealership will enjoy the higher profits even in your competitive market. Slumber and you lose.
  Sales Productivity is a leadership responsibility
  Sales people don’t decide to sell less—it just creeps up without being noticed and slams you in the head. Leading and managing a sales team is a minefield any time. The wrong moves by management and you lose not only potential sales, but also the sales people who do the selling. It is critical to keep good salespeople and attract good salespeople to keep profitable. It is all about leadership.
  Call me, to discuss your plans for 2011. I only work with a few dealers but they make the most profit and have the least sales staff turnover in our industry.
  
  Print for your files. Forward to key people.
  Contact INFO For more information call Dave 1-800-668-0362 or email Dave@Automotivator.com
  
  Dave Kemp was Canada’s youngest Ford dealer without family money, He made all his investment as a high volume sales consultant, motivating sales team leader, and profitable General Manager. He is president of Automotivator Professional Development and Trackstar International Follow-up Systems. He is a car industry expert with decades of success training Canada’s most achieving and profitable automobile dealerships. He has been a successful dealer, general manager, sales manager, and sales consultant. He shares his sales strategies with thousands of sales team members across North America. http://www.automotivator.com/
  Trackstar—Turning Your Walk-outs into Customers and Keeping Your Customers for Life!
  Get the Facts - Check the Trackstar system out— http://www.trackstar.ca/ Click and Check out this short video.
  Trackstar - Turning Your Walk-outs into Customers and Keeping Your Customers for Life!
  Definitely the best Hot Prospect and Client Retention system in North America.
  1-800-668-0362
  Dave@Trackstar.ca http://www.trackstar.ca/
  Trackstar is easy to install, uncomplicated to use, and the best follow-up system available in the car business. Many others out there make clerks out of your salespeople …and still don’t work. Trackstar is designed by successful car people, for successful car people. 1-800-668-0362