sales management

What’s the Best Internet Sales Structure for My Dealership?






  At virtually every dealership 20 group I address, at least one dealer will ask the question I hear most often with respect to internet sales: “What’s the best internet sales structure for a dealer today: End-to-End; a BDC; or giving the leads to the floor?” I’ve been asked this question over and over again(…)






The First and Most Important Step to Doubling Your Lease Portfolio






In a recent article I posted, I discussed the five things car dealers can do today to ensure they stay on top during the next down market; and one of those five was to increase your lease portfolio. In the post I explained why increasing lease penetration was important, but I didn’t give any tips(…)






7 Fast Facts from 425 Car Dealer Mystery Shops






At PLADOOGLE, we just published a white paper detailing our extensive mystery shop study that looked at how well dealerships responded to our internet inquiries over the first 30 days. We read and graded every email and listened to and graded every voicemail. Here are Seven Fast Facts from 425 Car Dealer Mystery Shops: We(…)






92.6% of LinkedIn Users Believe Made Up Statistics






92.6% of LinkedIn Users Believe Made Up Statistics If you’ve spent any time at all on LinkedIn, you’ve no doubt been exposed to some terrific statistics about how perseverance pays off for salespeople. These stats, courtesy of a National Sales Executive Association study, detail some shockingly stark data that prove the average salesperson is lazy and(…)






Why Some Businesses Never Change






  Have you ever wondered why some businesses – even after being alerted to oncoming, meaningful risks and threats – never seem to change direction? Or why the managers in these institutions seem content with the same old-same old despite instructions from above to adapt or die? Often, the obstacles to making real changes (especially(…)






Sales 101 – Stop “Venting” and Start Selling!






Are You Venting or Just Making Excuses? A colleague recently posted a rant about the quality of the leads she was handling on an automotive industry social network. As a part of her diatribe on her most recent batch of Internet sales leads, she gave some great examples of just how bad the leads really(…)






Salespeople Need More Leadership, Not More Technology






Too Much Technology… When working to help an underperforming business unit (in my real job) grow their revenues, I always discover instances where the unit has purchased some widget, gadget or other magic bullet designed to help them sell more. Although well-meaning, the manager who made this purchase generally believed against all his or her(…)






Sales Training 101 – Reciprocity is Childsplay






  Reciprocity – Sales Training 101 From a very early age, we all learn about reciprocation. That is, when someone does something nice for us, we tend to do something nice for them. As humans, most of us don’t want to be indebted to someone else – especially someone we barely know. In sales, we(…)






Sales Management Blogwatch – November 19, 2008






  The Best of the Sales Management Blogs A colleague asked me this week about my first commissioned sales job – he, too, started in sales and worked his way up to management. After a few minutes of friendly banter about old school sales managers and the like, we went back to our regular grind.(…)






Sales Management Blogwatch – October 31, 2008






The Best of the Sales Management Blogs The editors of AskTheManager.com pulled some of the best posts and articles from the past couple of weeks and assembled them here for your reading pleasure. Enjoy! Selling is a Profession to be Proud of I am a sales trainer and coach; I am a sales management consultant;(…)






New Managers – How Do You Keep From Getting Run Over?






New Managers – Avoiding the Inevitable Traps AC from Saskatoon, Saskatchewan (that’s in Canada for the geographically challenged leaders out there) wrote us in August for some advice on how to gain respect as a new manager. To read her original concerns and our response, please follow this link. We were anxious about her situation,(…)






Sales Management Blogwatch – September 28, 2008






  The Best of the Sales Management Blogosphere As is our custom at AskTheManager.com, we’ve scoured the Sales Management Blogs to bring you the very best posts and articles from the past week. For the past several months, we’ve paid close attention to the Leadership Development, Management Training, Time Management and Sales Management Blogs, and(…)






Sales Management – Blogwatch September 21, 2008






  Sales Management – The Best of the Blogs The Sales Management Blogs have been as busy as the editors of AskTheManager. We’ve been remiss at brining you the very best Sales Management tips and advice, but we’re back with a vengeance. There is some great advice in this week’s blog posts and articles. We(…)






Sales Management – Blogwatch August 31, 2008






Best Sales Management Blog Posts – Week of August 31, 2008   The editors of AskTheManager scoured the World Wide Web to bring you the Best Sales Management blog posts and article available for the week of August 31, 2008 – slim pickings on a holiday weekend.   Of course, most leadership development and management-related(…)






Sales Management – Blogwatch August 23, 2008






It was pretty potent week for the Sales Management bloggers. This week the editors of AskTheManager.com found some good Sales Management and Sales Training advice in the following posts and articles, with the best stuff coming from Paul McCord and Brad Trnavsky: Attitude and the law of attraction. By Brad Trnavsky A few days ago(…)






Sales 101 – The Value of Competitive Product Knowledge






  Does Competitive Product Knowledge Have A Value?   How important is it for a salesperson to know about and talk about a competitor’s products and offerings? I’ve heard strong arguments on both sides for whether or not to talk about the competition in a corporate appointment.  How important is it for a salesperson to(…)






Sales Management – Blogwatch August 17, 2008






The editors of AskTheManager.com scoured the World Wide Web to bring you the best posts and articles covering Sales Management for the week of August 17, 2008: Sales Management: The 7 Most Common (And Expensive) Mistakes … By Prospero(Prospero) Structured Training not only deliver industry leading Sales Management courses, but can also help with designing(…)






The First Time Manager Dilemma, How Do You Gain Respect?






  How Does A Young Manager Gain Respect? I am a young, newly promoted sales manager who stepped into what feels like a mine trap. I have been appointed to a brand new store filled with employees who lack professionalism and seem to be all out for themselves. I am the youngest associate to ever(…)






Sales Management – Blogwatch August 10, 2008






  TheManager scoured the leadership development blogs on the World Wide Web to bring you these great and not so great posts and articles covering sales management from the past week: Outlook as your CRM Tool Unlike traditional CRM or sales management software, Prophet is built into Outlook, eliminating the need to manage multiple contact(…)






Do NOT follow this link or you will be banned from the site!