Recruiting and Training, LLC

Overview

Benefits for Retention Starts at Hire Training and Development Management is the Key Clear Expectations Procedures and Accountability Compensation and Incentives Allow for Growth Why You Can’t Afford Turnover Handling Resignation

Retaining Salespeople

Long term Benefits Increased Sales Increased Profit Better CSI Easier to Manage Enjoyable Atmosphere

Retention Starts at Hire

Advertise more effectively Attract the best Respond Immediately Interview Professionally Background and Drug Screening Personality and/or Sales Aptitude

Evaluation Dealership Standards - Pride Loyalty and Dependability How many do you need?

Training and Development Company Orientation Product Knowledge Industry Knowledge Customer Service Philosophy Sales Training – No Substitute

Timely, Relevant, Realistic and Reoccurring Active Engagement Exercises

Leadership Management must be Leaders

Managers are the Key Create a Challenging, Healthy and Competitive Environment

Treat Salespeople as a Valuable Commodity Salespeople Quit Managers, not Companies Never Threaten Job or Income Treat Sales Team with Respect Written and Verbal Appreciation – Monthly Treat all Salespeople Equally Salespeople as Business Partners

Management Generated Turnover

Set Clear Expectations Inspire and Empower vs. Direct and Control

Lead by Example, Praise Achievement, Open Communication

Creates Best Performance Involve Salesperson in Goal Setting

Hold Your Salespeople AccountableDaily Activity ReviewAddress Issues Head-OnWithin the sales system, what is causing the salesperson to fail?

Sales Procedures Exact Road Map

Detailed steps, no “winging it”

Management Income Directly Related to Sales Team

Mandate Specific Time for Prospecting New Business

Daily Tracking and Monitoring of Activities

Is Everyone in the Dealership Involved with and/or Supportive of the Selling Process?

Is There Conflict Between Departments?

Compensation

Understandable Salary Increases tied to Achievement

Commissions and Bonuses Easy to calculate on a daily basis Same plan for entire sales team

Recognition “Top Gun”, “President’s Club”, “Winners

Circle”, “Extra Mile”

Incentives Sales Incentives Must Excite All Salespeople Offer Low Cost “Perks” and Salary

Incentives Longevity Produce Set Number of Outside Sales New Hire Plan Extra Days Off, Long Weekends, Holidays Reimbursement Programs ▪ Car Payment, Insurance, Gas, Health Club,

Oil Changes, Travel Benefits

Allow for Growth Ongoing Training

Provide Latest Technology Outside Professionals Management must participate

Personal Development Backup Management Duties▪ Training Director▪ Assistant Manager▪ F&I Backup▪ Closer Positions▪ Mentor a New Salesperson

Freedom to Express Opinions

Why You Can’t Afford TurnoverRecruiting and Training, LLC Dealership Most Valuable Asset

Fully Trained and Seasoned Salespeople Best Ambassador

Possess Positive Attitudes, Self Motivated, Strong Desire to Succeed

Develop Loyal Following

Excessive Turnover hurts Morale

Costly in Terms of Time, Energy and Money

Negative Impact on Customer Loyalty

Handling Resignation

React Immediately Prevent Common Knowledge Know and Understand Exact

Reason(s) Why Should They Stay? Solve the Salesperson’s Problems Prevent Further Resignations