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Those Who Can, Do. Those Who Can’...

I can remember the last time I heard this directed at me.  I was doing a sales meeting to sell one of my training products.  As I was in the Sales Manager’s office filling out the invoice, I heard one of the salespeople say as they passed by, “He probably wouldn’t be doing this if he was actually knew how to sell.” I started wondering if that’s how he...

The Dealer Interview – Mike Whitty, Mich...

The Dealer Interview – Mike Whitty, Michael Learning Group  Mike Whitty is president of Michael Learning Group and is a regular provider of training for the Greater New York Automobile Association. A former middle school teacher, Whitty began his career in automotive retail in 1979 as a salesman. He is a winner of the Mazda National Walkaround Championship. In 1988 he wrote “The...

Being a Sales Manager is a Gift!

If you’re like most Sales Managers, you came to this position because you had great success as a salesperson. But managing your own sales is not the same as managing your team. As a salesperson, you could easily measure your success through numbers of appointments made and vehicles sold. As a Sales Manager, your success is measured by the success of others. That’s not always...

The Hiring Dilemma

A Sales Manager asked me the other day, “why am I having such a hard time finding salespeople who want to work 60 hours a week?” For those of us who have lived much of our lives in and around a dealership, 50-60 hours a week may seem like a common work environment. But I started asking myself one serious question like “why should anyone have to work that many...

Why Don’t They Want to Learn?

I’m sitting in my living room right now, possibly feeling a little melancholy. As with any person who lives their business, my thoughts turn to training, which I love more than anything. To set the stage for my rantings, you should know that I’m not new to the business. I spent 10 years in the dealership as a salesperson and manager, where I won awards for every carline I sold, and...