The ambiguous act of sales training is responsible for the high failure rate of salespeople everywhere, in every industry. Quit kidding yourself by engaging in activities to achieve a result that you have not yet defined. For instance, most people refuse to acknowledge that success is an illusion chased by those that fail to identify […]
Author Archives: Jordan Smith
The Most Important Skill Managers Must Learn to Excel
The key to success in management is being able to control the controllable and intentionally cause change in the areas that you are responsible for. This can only happen when there is complete clarity regarding expectations, deliverables, responsibilities and the processes that are utilized to produce results. Knowing how to drill down into the problems […]
The Changing of the Guard – A Message to the Next Generation of Automotive Selling Professionals
Yesterday I received a comment and a question from Terrell to a post I recently made that was titled Redefining the Sales and Training Models. The gentleman wanted to know what advice or tips that we, as experienced professionals could offer to a future leader in our business. I have been asking a similar question of anyone […]
How to Get the Most Out of Your CRM Investment
One of the most underutilized software applications within a dealership is its CRM software. This application has also been the source of much disappointment in regards to its ability to show a quantifiable return on investment. The reason that this is the case is that in most instances it is improperly sold and implemented as […]
Redefining the Sales and Training Models
Building a successful selling career is not complicated, but it has remained a mystery to most of us in the profession. We celebrate the superstars because they have figured out their own personal formula and we punish the under-performers because they just cannot seem to get it. The fact of the matter is that if […]
The Recipe Part II – The Formula for Building an Army of Super Selling Professionals
In Part I of this two part series, I shared in general terms the ingredients needed to create a super selling professional. I also hinted at several of the different processes that he or she would need to learn in order to be truly effective. My objective over the next few lines will be to […]
The Recipe Part I – The Ingredients for Building a Super Salesperson
I am a chef by training and as such my wife tells me that I am a food snob. I am not sure if that is true or not, but what I do know is that I hate foo-foo food, meaning food so complex that it becomes unrecognizable. I love dishes that are simple, and […]
The New Job Description of an Automobile Selling Professional
“Give a man a fish and he will eat for a day,” is the first part of an ancient Chinese proverb that explains why the majority of salespeople are not doing so well in our industry. If you think about it, our industry is pretty young, a little over a hundred years old and since […]
From Salespeople to Business Developers
Expectations – we will perform in direct proportion to the way we see ourselves and the way that those whom we respect see us. The expectations of the individuals wearing the title of salesperson have been evolving as the reality of a new market place becomes apparent. The Internet has impacted a great many things about […]
Redefining Sales Training
I get asked many of times if I am a motivational speaker and I usually smile when I hear the question because I know why they are asking. I am extremely curious so when I’m engaged in a conversation, I ask a lot of questions that usually get people thinking differently about what they have […]