Fresh off a few Dealers I am visiting for the second time. Satisfied with the last recruits, and looking to build. Before I start to find more employees, I always like to ask why some of the previous help didn’t work out. Most recent answer was bad habits.
Wasn’t coming to work on time, no prospecting, knew it all, and wasn’t attending to clients on time. Had a very frank conversation about where these problems came from. The answer is the initial 30 days of training.
All our work habits are established in the initial period. Before you teach process, teach how to be a professional. Start by including new Sales Consultants in the morning meetings. Get them involved in the group, make them get used to getting in early to attend.
Have mandatory lot walks at the beginning and end of each day. Within 30 days they will know your entire inventory. Professional attire right from day one!
Most important teach prospecting, even before you train on what to do with them. Ask each Sales Consultant to bring a list of everyone they know to the first day of training (this includes everyone on Facebook, Linked In, and Twitter). It will be easier to come up with a few hundred than you think. First lesson is a marketing message to everyone letting them know “I am a new Sales Consultant at ABC Motors”. Give them a Service Special to hand out to all these new prospects.
By the time they learn the process, they should have people coming in to see them.
So instead of having your newbies come in at 10, and leave at 4, with no clients, no written plan, and dressed down for training, let’s start teaching the habits they need. Maybe if we don’t teach them to dress poorly, miss meetings, and make prospecting last, they won’t spend their career living up to their training.