Business Development Centers have always been a strange abnormality and a sticking point for me because they were created and sold to address a systemic issue that no one really wants to tackle. Slumping sales and under-performing salespeople that are routinely described as order takers, because they lack the ability to be business developers, have […]
Author Archives: Jordan Smith
CRM Software – the key to success with Customer Relationship Management
To most people when they hear the acronym CRM in a business setting, the first thing that comes to mind is that it is a software program and therein lies the problem. The notion that CRM could stand for a set of processes that promote sound business strategies leading to increased profits is definitely not […]
About the SPB blog
Welcome to my blog designed to provide you with strategies for how to excel as a selling and management professional. It has taken me over a decade of research, development and field testing to develop some of the strategies that will be used to fill the gaps that currently exist in traditional sales training programs. […]
Warning! Millennials are not just our Customers, they’re also our Employees
Millennials are extremely tech savvy. They are a different breed that will significantly affect the customer experience, the speed of change, and your dealership’s bottom line. So, it’s critically important to develop a plan, not just to deal with the buyer but your internal customers as well. Key Point #1: millennials multitask, walk, talk, listen and […]
Management Training – Closing the Gap between Corporate Speak, Practical App & the Results You Actually Get!
Process improvement programs from TQM, to EDGE, to EXCEL, to CEE & more…all these acronyms represent the manufacturers’ commitment to proactively impact the customer experience across their diverse distribution channels. The objective for all is the same; implement systems & processes that will equip their dealers with tools and strategies, which they will in turn, […]
The Need to Re-define the Dealership Training Model
When it comes to training and the development of dealership professionals, what continues to bear true is that the ambiguous expectations of the results that the dealerships are trying to achieve is the primary reason for dissatisfaction and buyer’s remorse. For this reason, I have reinforced to my clients when I consult or train that […]
The Price Dealerships Pay for an Under-Developed Workforce
The knowledge that dealership professionals possess is inadequate to do the job for which they are hired. These individuals receive the bare minimum training necessary for them to interact with clients during the in-dealership sales process and in most cases, no more. This approach to professional development is wreaking havoc on all of the other […]
About Kurtis Smith
Hey there, my name is Kurtis Smith and I’m just an extremely passionate kindred spirit that loves helping others reach their full potential. Don’t get me wrong I am not perfect, and consider myself still a work in progress; however over the past two decades I have developed and perfected strategies for how to build […]