Resource topic

Sales Management

Auditing Performance Pressure on Your Dealership Sales Floor

You'll be able to tell the difference between urgency that makes reps act and pressure that makes them hide, using recorded conversations and escalation counts instead of vibes. You'll also get the specific decision-quality checks that show what unpredictable management is costing in gross.

Sort Your CRM Follow-Up by Engagement and Stage, Not Lead Age

Replace your age-sorted CRM task list with five work queues built on buyer engagement and deal stage, each with its own touch cadence and exit rule. You'll also get three manager exception views that tell you which deals to step into today.

Run an Execution Audit Before You Cut a Lead Source

You'll be able to settle the "our leads are junk" argument with a 30-lead grid that compares response time, attempts, CRM notes, appointment asks, and outcomes side by side. And you'll know which findings belong to the vendor and which belong to a rep.

When a Sales Manager Should Step Into a Live Deal, and What the Rep Still Owns

You'll leave with a written intervention boundary: four triggers that justify stepping into a live deal, three things the rep keeps no matter what, and a three-question debrief you can run in four minutes. It turns manager takeovers from deal rescues into rep development.

Run a Monthly Trade-Appraisal Variance Review at Your Store

You'll be able to run a 75-minute monthly meeting that compares every exited trade's original ACV, estimated versus actual recon, and real exit against what the appraiser assumed. You'll leave with three specific rules that narrow the variance instead of vague advice to "be more careful."

Trace Every Blown Deal Back to the First Assumption That Moved

Payment shock has seven possible causes, and the biggest variance is rarely the first one. You'll learn to build a seven-row trace sheet that names which assumption moved first, who knew it, and how long the customer waited to hear it.

The Weekly Gross-Leakage Review That Assigns a Code and a Name to Every Soft Deal

You'll leave with a set of reason codes for discounts, trade overallowances, recon delays, and BDC handoff losses, plus a 45-minute meeting format that assigns one owner to each. By week three you'll see which single pattern is costing you the most gross.

Audit the Gap Between Your Sales Reports and What Actually Happens on the Floor

You'll get a four-column audit for comparing what your dealership reports claim against what you observe on the floor over 12 real deals. By the end you'll know which two gaps to fix, who owns each one, and how to check in 30 days.

The Four-Box One-on-One Form for Dealership Salespeople

You'll get a one-page one-on-one form that keeps performance facts, the rep's obstacles, your own commitments, and the next inspection date in four separate boxes. You'll also know exactly what to say in each one so the meeting ends with something dated instead of "let's pick it up."

The Five Fields Every Unsold Showroom Customer Should Leave Behind

You'll be able to replace vague "wants to think about it" notes with a five-field exit record any rep can act on cold. And you'll get a weekly audit that shows whether the agreed next step actually happened.

The Five-Layer Pricing Audit Every Dealership Should Run Twice a Year

Walk your own pricing the way a customer does — advertised price, mandatory add-ons, third-party listings, employee social posts, and the first showroom worksheet — and find exactly where the number changes. You'll finish with a one-page list of gaps, dollar amounts, and owners.

The Day 7 and Day 21 Used Vehicle Inspection That Prevents Aged Inventory

You'll get a two-touchpoint inspection schedule — Day 7 for process failures and Day 21 for pricing and exit decisions — with the specific checks that run at each one. You'll also get exit criteria you can write down so wholesaling a three-week-old car stops feeling premature.

Run Stay Interviews at 30, 60, and 90 Days With Every New Sales Hire

You'll get a question-by-question script for three short conversations that surface role, pay-plan, training, schedule, and manager-support gaps while they're still fixable. And you'll get a simple fix log so the answers actually turn into changes instead of a folder nobody opens.

Write the Dealership Sales Job Before You Post the Ad

Most 90-day washouts are decided before the interview, because nobody wrote down what the job actually is. Here's a one-page definition of workload, schedule, standards, and ramp — plus the interview questions that prove a candidate can do it.

Write Coaching Feedback a Rep Can Argue With — And Then Fix

Turn vague coaching notes like "not enough rapport" into specific, timestamped observations a rep can act on tomorrow. Includes rewrites of the four labels managers use most and a call review template that makes vagueness hard.

The 15-Minute Daily CRM Check That Keeps You From Chasing Your Reps

A 15-minute daily CRM routine built on three saved views that surfaces untouched leads, overdue tasks, and ownerless follow-up. You'll route work without turning yourself into the team's personal reminder system.

The Rep Who Answers the Question the Buyer Didn't Finish Asking

You'll learn how to tell the difference between a rep who's rude and a rep who's just fast, and why most interrupting is a confidence problem, not a manners problem. You'll get a scoring method, three drills, and the exact words to use in a coaching session.

When Two Managers Score the Same Call Differently

Learn how to run a 30-minute call review calibration session that turns two managers' conflicting scores into one written rule your reps can act on. Includes a way to rewrite vague scorecard items and a single number to track how far your scoring has drifted.