recruiting and training, llc
Post on 25-Feb-2016
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Recruiting and Training, LLC
Overview
Benefits for Retention Starts at Hire Training and Development Management is the Key Clear Expectations Procedures and Accountability Compensation and Incentives Allow for Growth Why You Can’t Afford Turnover Handling Resignation
Retaining Salespeople
Long term Benefits Increased Sales Increased Profit Better CSI Easier to Manage Enjoyable Atmosphere
Retention Starts at Hire
Advertise more effectively Attract the best Respond Immediately Interview Professionally Background and Drug Screening Personality and/or Sales Aptitude
Evaluation Dealership Standards - Pride Loyalty and Dependability How many do you need?
Training and Development Company Orientation Product Knowledge Industry Knowledge Customer Service Philosophy Sales Training – No Substitute
Timely, Relevant, Realistic and Reoccurring Active Engagement Exercises
Leadership Management must be Leaders
Managers are the Key Create a Challenging, Healthy and Competitive Environment
Treat Salespeople as a Valuable Commodity Salespeople Quit Managers, not Companies Never Threaten Job or Income Treat Sales Team with Respect Written and Verbal Appreciation – Monthly Treat all Salespeople Equally Salespeople as Business Partners
Management Generated Turnover
Set Clear Expectations Inspire and Empower vs. Direct and Control
Lead by Example, Praise Achievement, Open Communication
Creates Best Performance Involve Salesperson in Goal Setting
Hold Your Salespeople AccountableDaily Activity ReviewAddress Issues Head-OnWithin the sales system, what is causing the salesperson to fail?
Sales Procedures Exact Road Map
Detailed steps, no “winging it”
Management Income Directly Related to Sales Team
Mandate Specific Time for Prospecting New Business
Daily Tracking and Monitoring of Activities
Is Everyone in the Dealership Involved with and/or Supportive of the Selling Process?
Is There Conflict Between Departments?
Compensation
Understandable Salary Increases tied to Achievement
Commissions and Bonuses Easy to calculate on a daily basis Same plan for entire sales team
Recognition “Top Gun”, “President’s Club”, “Winners
Circle”, “Extra Mile”
Incentives Sales Incentives Must Excite All Salespeople Offer Low Cost “Perks” and Salary
Incentives Longevity Produce Set Number of Outside Sales New Hire Plan Extra Days Off, Long Weekends, Holidays Reimbursement Programs ▪ Car Payment, Insurance, Gas, Health Club,
Oil Changes, Travel Benefits
Allow for Growth Ongoing Training
Provide Latest Technology Outside Professionals Management must participate
Personal Development Backup Management Duties▪ Training Director▪ Assistant Manager▪ F&I Backup▪ Closer Positions▪ Mentor a New Salesperson
Freedom to Express Opinions
Why You Can’t Afford TurnoverRecruiting and Training, LLC Dealership Most Valuable Asset
Fully Trained and Seasoned Salespeople Best Ambassador
Possess Positive Attitudes, Self Motivated, Strong Desire to Succeed
Develop Loyal Following
Excessive Turnover hurts Morale
Costly in Terms of Time, Energy and Money
Negative Impact on Customer Loyalty
Handling Resignation
React Immediately Prevent Common Knowledge Know and Understand Exact
Reason(s) Why Should They Stay? Solve the Salesperson’s Problems Prevent Further Resignations
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