Davis Auto Group – Medicine Hat
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Robert Howard and his general management team are excellent. It is a family owned business with a family atmosphere.
Sales managers are chosen for their sales skills with little concern for their interpersonal skills. It can be a hostile environment with little respect for each person as a unique individual. The sales training, with the exception of four days training in Grapevine, is grossly inadequate. The sales training, for the most part, depends on the capability of the sales person one has to shadow. A great sales person is not necessarily a quality trainer or manager. There is no real commitment to acquiring top level candidates, training and nurturing them, and developing a career path. There is far too much sales turnover and those that leave do so due to frustration at varying levels. While the "newbies" are there, due to lack of training and being allowed to sell too soon, they burn "ups" which could have been sales.
Advice to Management
You have an excellent company with a great reputation in the community. Why not make good hires, develop an ongoing in house training program, and develop a strong career program? All people are different, but sales management needs to be able to properly get people trained. Sales management should not be a dictatorship. The management should be a tool to retain people, nurture them and thus increase sales as well as hold gross profits. There is a definite need to increase the minimum made for three or more hours which results in a "mini." Sometimes management gives away a deal to get a sales number and the salesperson loses. Finally, there is inequity in the way management disburses sales leads, lay down incoming sales deals, and bolstering their "favorite's" sales numbers.