Welcome to Sales Manager Success Tips.
Great organizations such as
Google, Apple Retail, Wal-Mart and even locals like Scotiabank have Morning Huddles every morning to rocket-launch their day. Gathering your team first thing in the morning allows you to set the mood and pace of the showroom, update your sales team as well as teach and motivate.
Morning Huddles can be held at the Sales Manager’s work station, in the middle of the showroom, or even outdoors in favourable weather. They should have an exact start time each day (example 8:30 a.m.) and be a maximum of
20 minutes in length - 15 is better. Latecomers should not be permitted to join and may be penalized. Have them buy coffee and donuts for the group.
An effective Morning Huddle can be broken down into 3 simple components.
Component One: Announce and review business updates such as manufacturer’s incentives, dealership promotions, month-to-date dealership performance and attainment of monthly targets. You can also walk the USED vehicle lot with the team to showcase fresh vehicle inventory arrivals.
Component Two: Share a success story from the previous day; a Sales
Consultant victory such as a customer-appointment that purchased, a Service
Department victory, a 100% Customer Satisfaction Survey, a 5-star Google
Review, etc. Look for things to celebrate!
Component Three: Deliver a thought-provoking or motivating message or
facilitate a brief learning; role-play the presentation of a proposal, overcoming a
common objection such as, “I want to think about it”, role play an outbound
Vehicle Exchange prospecting phone call, etc.
Have different members of the team lead Morning Huddles for variety; your top
Sales Consultant, a Financial Services Manager, the Service Manager or how
about a guest appearance from one of your customers - a successful local
business person. Keep it fresh.
And remember, always stay within the timeline decided and always end your
Morning Huddles with positivity, energy and enthusiasm.
Consider joining us for our next 3-day Sales Manager Academy and 1-day SUPERdesking Workshop - both LIVE and ONLINE.vI’m Chris Schulthies.
Chris Schulthies is a National Sales Trainer & Consultant with Toronto-based Wye Management. Wye Management provides sales and management training (showroom and digital) for dealerships, dealer groups, OEMs and industry suppliers in Canada and the U.S.
E-mail: cschulthies@wyemanagement.com
Cell: 416.908.6346
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