The Two Most Important Qualities of a Sales Manager

Question; What are the two most important qualities of a Sales Manager?

1. The Sales Manager is completely responsible for the success of his or her salespeople.

2. The Sales Manager is completely responsible for improving the skills and productivity of his or her salespeople.

Why is this so important? Here is what we know -

Some Quick Facts - The first 2 are put in perspective.

1.  20% is the average closing ratio

   a. If each salesperson talks to about 4 people per day and works 25 days each salesperson talks to about 100 prospects per month.

   b. If they each talk to about 100 prospects a month, this means that each salesperson talks to 75 people who leave our dealership without buying.

2. 78% of people, who go out to look at a vehicle, buy one.

   a. If each salesperson has 100 prospects, 78 would be buyers. If our salesperson averages 10 units per month each salesperson would be sending 68 buyers down the street each month.

   b. We have 12 salespeople which means our salesforce is sending 816 customers to buy from our competitors each month.

   c. If we don’t believe the 78% and we cut it in half that is still 408 lost sales per month.

   d. If that is still too high and we cut it in half again that is still 204 every month.

3. 85% of people who bought decided to buy before they ever walked on the lot.

4. 99% of people said they wanted to drive the vehicle before they bought it.

5. 72% of the people who bought told their salesperson they were “just looking”.

6. 85% said their salesperson did not investigate to find their wants and needs and did not establish rapport before they tried to sell them a vehicle.

7. 88% said they got a poor presentation and demonstration if they got one at all.

8. 50% bought on the spot when they got a good demonstration and presentation.

9. 86% bought something other that what they initially wanted (color model, equipment etc)

10. 38% bought their vehicle within 4 hours after stopping at the first dealership.

11. 57% bought their vehicle within 3 days after stopping at the first dealership.

12. 90% who did not buy were never contacted again after leaving the dealership.

13. 33% will become “be backs” with good follow up by the salesperson.

14. 67% of those who come back will buy a vehicle.

15. 90% who DO buy are never contacted again about buying another vehicle.

16. 95% of the people will still buy more vehicles.

17. 82% cannot remember their salesperson’s name a year after they bought their vehicle.

18. 93% of salespeople who take phone-ups never ask for the customer's name and phone number.

19. 82% of new salespeople get out of the car business within 6 months.