How Should a Sales Associate Handle Transitioning From Walk-Around to Test Drive?
A sales associate should transition from the walk-around to a test drive by acknowledging the customer's interest level, briefly summarizing key vehicle feature...
How Should a Sales Associate Handle Running a Proper Walk-Around on the Lot?
A proper walk-around on the lot means systematically inspecting every exterior and interior detail of a vehicle with the customer present, pointing out conditio...
How Should a Sales Associate Handle Confirming a Showroom Appointment the Day Before?
A sales associate should confirm a showroom appointment the day before by contacting the customer via their preferred method (phone, text, or email), reviewing ...
How Should a Sales Associate Handle Setting a Firm Appointment Over the Phone?
A sales associate should set a firm appointment over the phone by confirming the customer's specific vehicle interest, stating your exact availability in clear ...
How Should a Sales Manager Handle Managing Trade Allowances With Discipline?
A sales manager handles trade allowances with discipline by establishing a clear trade matrix tied to market data, requiring written justification for any varia...
How Should a Sales Manager Handle Setting Stocking Targets by Segment?
Setting stocking targets by segment starts with analyzing your historical sell-through rates by vehicle type, matching inventory depth to local demand patterns,...
How to Coach a Rookie Salesperson Through Week One: A Sales Manager's Playbook
Your rookie's first week makes or breaks them. Pair them with your strongest closer for shadowing, teach them your menu-based process, and hold a 15-minute debr...
How Should a Sales Manager Handle a Salesperson in a Three-Month Slump?
A sales manager should start by having a private, non-accusatory conversation to understand what's driving the slump—personal issues, confidence loss, process b...
How Should a Sales Manager Handle Managing a Desk Log With Honesty
A sales manager handles a desk log with honesty by recording every lead and opportunity exactly as it happens—no cherry-picking results, no burying dead deals, ...
How Should a Sales Manager Handle Setting Monthly Forecast Targets You Can Hit?
Setting monthly forecast targets you can hit starts with anchoring to your actual rolling 90-day sell-through rate, not aspirational numbers or corporate pressu...
How Should a Sales Manager Run a Morning Sales Meeting That Lands?
A sales manager running a morning sales meeting that lands starts by setting a specific agenda 24 hours ahead, opens with one concrete metric or win from the pr...
How Should a Sales Manager Handle Following Up With an Unsold Prospect at 30 Days?
At 30 days post-visit, an unsold prospect has typically cooled off but remains in-market if they haven't bought elsewhere. A sales manager should initiate a war...