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

Scrappy Marketing on a Budget: Create Referral Programs

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 3 of our Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Create Referral Programs!! … More Scrappy Marketing on a Budget: Create Referral Programs

How to Lose Vehicle Sales

Yes, yes, I know the title sounds negative. Losing sales, after all, is a dealership’s worst nightmare. But talking about what NOT to do helps dealers identify mistakes to avoid and highlights the more productive solutions commercial salespeople should pursue. It’s an important conversation, because some of those pitfalls are not just small stumbles along the way, but major setbacks that contribute to missed sales opportunities and negative attitudes among sales team members … More How to Lose Vehicle Sales

Warming Up Our Cold Calls

As the Fall season begins, we’ll soon be feeling a chill in the air and warming up by a fireplace with cups of hot chocolate or coffee (possibly pumpkin-spiced). However, warming up your cold calls should be a year-round practice! Most new commercial sales consultants struggle to get started with cold calls, and it is by far the most frequent and recurring topic I receive questions about. I am a big proponent of network- and referral-based selling, but I’m not against … More Warming Up Our Cold Calls

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

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

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