Sea of Opportunity: Tips for Organizational Networking

Here’s a fun fact: bottlenose dolphins and “false-killer whales” (which happen to look like orcas) are distinct species, but often form interspecies “super-pods” to coordinate hunting, with dolphins eating first and making way for the false-killers to prey upon smaller mackerel schools that hide among larger fish. In fact, dolphins and false-killers not only hunt together, but socialize, travel, rest, and even babysit in groups, forming … More Sea of Opportunity: Tips for Organizational Networking

10 Tips for Building the Best Commercial Dealership Team

Only a small percentage of new hires make it past the guaranteed draw period, much to the frustration of the commercial sales manager. What sets apart the dealerships that seem to consistently find success when building their team? In my view, the answer lies in developing and implementing quality hiring, training, and management practices. Here are 10 tips (3 tips on hiring, 5 on training, 2 on management) to help build … More 10 Tips for Building the Best Commercial Dealership Team

Scrappy Marketing on a Budget: Establish Local Partnerships

Being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 4 of our Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Establish Local Partnerships!! … More Scrappy Marketing on a Budget: Establish Local Partnerships

7 Steps for Creating a More Productive Commercial Vehicle Sales Team

Many commercial sales managers can get caught in a dilemma I refer to as “the disparate sales team.” A disparate sales team includes both new and experienced sales consultants. The novices, those who are new to commercial sales, are often millennials in their 20s and 30s and bring with them an awareness of new, innovative ways … More 7 Steps for Creating a More Productive Commercial Vehicle Sales Team

10 Tips for Creating an Ideal Sales Day

It can be easy to look at an Ideal Sales Day Schedule in a vacuum, and think that it’s easy. In fact, it takes a lot of work and strategic planning to consistently put together a string of ideal sales days that add up to an ideal sales week, and then do it again and again and again until you’ve produced an ideal sales year. If you want to create ideal sales days for yourself, and do so consistently day-after-day, you’ll need to follow some of these 10 Tips for Creating a Dealer’s Ideal Day: … More 10 Tips for Creating an Ideal Sales Day

An Ideal Sales Day vs. A Typical Day

Is there such a thing as a typical day for a commercial sales consultant? Maybe not, but there absolutely are certain priorities and actions that can make a day ideal for a dealership. A commercial salesperson’s ideal day has its beginnings in the days and weeks beforehand, through a process known as “strategic planning”. A typical day that lacks previous planning means that we arrive to work unprepared to… … More An Ideal Sales Day vs. A Typical Day

10 Vehicle Dealership Tips for Working Smarter

2018 has so far been a breakthrough year. Our commercial sales training program has had more telephone calls in the last two months from dealerships who suddenly want to get into commercial sales than in the last five years combined. Over the last few years, sales have hit records as an improving economy, rising wages, and low interest rates have driven consumers to invest in new vehicles. … More 10 Vehicle Dealership Tips for Working Smarter

The Sphere of Influence

For years, researchers and trainers have been trying to discover why some salespeople are so successful. Some have tried to prove sales skills are the key reason while others say it is the ability to prospect. Numerous other factors have been included in the equation, yet the answer seems elusive. Some salespeople with … More The Sphere of Influence

9 Steps to Vehicle Dealership Success

I get calls on a regular basis from new commercial sales consultants and most have the same question, “What is the quickest way to grow my sales volume?” My answer to that question is always the same: take a “systematic approach” to the business. No one thing can really jump start sales, but over the last seventeen years training commercial operations, we have come up with a formula that works. … More 9 Steps to Vehicle Dealership Success