Sales floor: Sharpening sales staff

摘要

Salespeople are the public face of your dealership, so make sure that face is the right one, says Randy Brenckman, NADA Dealer Academy management instructor and marketing director for dealership operations. Customers spend 90 percent of their time with a salesperson, adds Jim Ziegler, Ziegler SuperSystems, Inc., Duluth, Ga., but most dealerships have salespeople who shouldn't be there. A third of salespeople don't really care about getting ahead and end up dragging down those around them. Rid your showroom of lazy attitudes, says Ziegler. If these laggards threaten to leave, tell them they just have.