The Sales Associate's Checklist for Working an "I'm Just Looking" Objection
When a customer says "I'm just looking," it usually means they haven't yet seen a reason to engage with you—not that they're uninterested in buying. Your job is...
Sales Associate Checklist: Handling an Internet Lead Within Five Minutes
A sales associate should respond to an internet lead within five minutes by verifying their contact information, confirming vehicle interest, noting trade-in de...
Sales Manager's Checklist for Setting Stocking Targets by Segment
A sales manager sets stocking targets by segment using historical sales velocity data, current market pricing, days inventory on hand (DIH), gross profit per un...
Sales Manager's Checklist for Running a Used-Car Walk Every Morning
A morning used-car walk should take 15-20 minutes and hit five core areas: inventory status, lot condition, pricing alignment, recent deliveries, and vehicle re...
Sales Manager's Checklist for Approving an Exception Without Setting a Precedent
Approving an exception without setting a precedent requires three things: document the reason clearly, set an expiration date on the exception, and communicate ...
Sales Manager's Checklist for Handling a Customer Escalation Without Giving the Store Away
When a customer escalation lands on your desk, your job is to solve the problem while protecting margin and setting a precedent that doesn't train customers to ...
Sales Manager's Checklist for Setting Pay Plans That Encourage Gross
A solid pay plan ties compensation directly to gross profit, not just units sold. It rewards salespeople for negotiating better deals and hitting margin targets...
The Sales Manager's Checklist for Coaching a Rookie Salesperson Through Week One
A sales manager's week-one coaching checklist for a rookie should cover: role-playing customer interactions, shadowing top performers, establishing daily briefi...
Sales Manager's Checklist for Managing a Desk Log With Honesty
A sales manager's desk log must capture every lead, T.O., and close without manipulation or omission. The checklist for honest desk log management includes: dai...
Sales Manager's Checklist for Setting Monthly Forecast Targets You Can Hit
A sales manager's forecast checklist starts with three core moves: analyze your trailing 90-day sales velocity and gross margins by model segment, establish uni...
Sales Manager's Checklist for Running a Morning Sales Meeting That Lands
A morning sales meeting that lands gets your team focused on three things: today's specific opportunities (floor traffic, leads, demos), individual accountabili...
Sales Manager Checklist: Following Up With an Unsold Prospect at 30 Days
At 30 days out, an unsold prospect needs a fresh touchpoint that acknowledges the time gap, confirms their buying intent, and removes barriers to closing. A sol...