Forgotten Talents: Key Traits to Look for When Hiring at Your Dealership

Managers will often tell me about the “talent” and “potential” they see in an applicant or new hire. If that talent and potential work out, that’s great, but usually when I hear those words — especially when they’re combined to discuss “potential talent” — I start to worry. Potential suggests that person “could be” productive and successful one day, if only they receive the right industry and product education, or obtain the right list of targeted prospects, or learn the right sales skills. I don’t mean to sound negative, but there’s a lot of uncertainty in the word “potential.” That’s why, when a dealership’s general manager or commercial sales manager wants me to coach a new hire, or send them to one of our Ultimate Boot Camps, I first have to ask a number of questions. And those questions aren’t about their potential; I want to know about their actions. Continue reading “Forgotten Talents: Key Traits to Look for When Hiring at Your Dealership”

Cost Per Lead

In prospecting for new customers there are many ways to target.  Three important measures successful companies use to evaluate the effectiveness of any successful marketing campaign are “cost per prospect,” “cost per lead,’ and “cost per sale.”  Let’s look at all three terms and then talk about the most effective ways to gain new customers. Continue reading “Cost Per Lead”