When it comes to being a sales manager in the automotive industry, there are three things we have to keep foremost in our minds. One — get up! If we don’t get up, how can we expect our sales staff to be there and be on time. Second — dress up. We are the mirror they look into and form a mental image of how they should look representing the dealership at work. Lastly — show up. Being on time is a key factor for any sales manager. Getting there on time is paramount in your position.

Last year I wrote an article that readers that dealers seemed to show a large interest in. It was about the number of sales people our industry goes through every year just to retain one. That number is staggering. There are approximately 25,000 new car dealers that will hire an average of four new sales people a year and one of those may actually make it. A staggering number of individuals leave our industry primarily because of mismanagement. It is certainly not product. We are selling an enormous rate of product.

I cannot stress enough that the most important factor that every sales manager should focus on is number two: “dress up.” I firmly believe that when you rise to the level of Sales Manager in our industry, your level of personal grooming and attire should elevate as well. Polished shoes; pressed slacks; starched shirts. The manager is supposed to project the image of boldness. Nothing gives that impression more than a clean starched shirt. If you elect to wear a beard have it neatly trimmed. Your hair should be well trimmed and groomed. It may seem frivolous for me to give you a lecture on grooming in an article in a trade magazine. However, as much as I hate to say this, half of the classes that we teach are attended by managers that I would be embarrassed to have represent me in a TO.

Go look in the mirror. If who you see is not someone you would be proud to have represent you, then you must make that change. Your sales force is depending on you.

Until next month,

Tim