Living Off a Hope & a Prayer

When the reporter put their microphone in front of me and asked me what the salesperson of 2013 would look like, I was nervous about trying to think of all the great things I would say about them…….It was 1985 and as a young salesperson, I didn’t have a clue. I would have said they would be so much more smarter, have more tools in their toolbox, more follow-up actions, and making more money.  As I would wipe off my brow from the perspiration, and nervousness, I am sure I would be wishing I could be them during that time………..Finally I awake from my day dreaming and realize it is 2013 & things are not what I hoped!

I stand in front of individuals or groups of salespeople trying very hard to give them tools, and ideas about how they are going to succeed. In looking into their eyes I am hoping they use some of those, and end up making a great living for their families. More than not are not succeeding in making enough income to pay their bills much less move into a new neighborhood.

Why? They are not willing to be more organized, invest in their business time and money wise, and tend to listen to other teammates who are having a good time making no money. When I ask them what is in their business or what is their plan, they don’t really have an answer….they are living off a hope & a prayer.

Here are some thoughts about what they may could do to make their business better:

a) Decide to commit the time, money, and develop a plan over the next 5-10 years of being a salesperson

b) Find their “Buckets” to pull clients from besides waiting on the small amount of ups coming in the door.–Clubs, Businesses, Friends & Family, Service Department, Credit Unions, Neighborhoods They Live In………..

c) Know the product, and competition better than anyone in the dealership–use this in doing world class walk arounds, and demonstrations

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There are many steps/actions to take in improving one’s business, but I am wanting the salesperson of 2013 to start somewhere. Somewhere!

We know that business is good for many of the manufacturer’s today. When I leave a group of dealership personnel that are struggling to pay their bills for the day to catch a plane, I sit on the plane, have a glass of sparkling water, and think/hope they will start somewhere…….improve their lives & their family’s lives.

I remind salespeople that they are “Business Owners” under the header of the dealership name.  Operating a great business takes hard work. Are you committed today to be that great business owner.

Keith