Previously I have written about the importance of visionary change  in dealerships. Why is it this industry largely doesn’t grasp the concepts that successful companies embrace regarding the adoption of a corporate vision for change? Ready, shoot,

With technological literacy all but mastered, the time to tackle gender literacy is now. In her book Why She Buys, Bridget Brennan reports that more than 90 percent of automotive sales advisors are male. If the consumer economy had a gender, she adds

I'm a big advocate for sales training. I think meetings and training are important aspects of building a strong sales team. However, there's more to team building than just meetings and trainings.

It was 2008 when it hit me. The economy had just begun to hit the skids and I was leaving a dealership after having done a live meeting. As I walked through the empty showroom I noticed

Have you ever really trained your people? I don’t mean some of this stuff out on the market that is purported to be training; I mean really training.

Fran O’Hagan is a methodical guy who’s baffled as to why Tesla stores year after year score so low in an annual mystery-shopping study of dealership sales effectiveness.

Finding quality sales representatives takes a lot of work and patience. Advertising, screening, interviewing, and training takes up valuable time, energy, and money. What happens when your

The retail sales workforce is evolving beyond what we could have imagined years ago. But, is your sales training evolving with it?

I want to take a couple of minutes to discuss with you the phenomenon affectionately known as "The 90 Day Wonder". For those of us unfamiliar with this phenomenon, let me 'splain it to you.