Training Tip: 3M’s

Manage:

You may think you’re a one-person show but you have a role in everything the sales department does. Managing your department means having a plan and working it every day. It means not accepting excuses from yourself (“I had a lot of cash customers this month) and not accepting them from the sales department (“My customer had to leave—he was here all day”). Be a Manager.

Motivate:

Take advantage of any opportunity to train and motivate. Use a sales meeting to explain a GAP claim that was paid or a customer unhappy in the service department who could have been a success story if he had purchased a service contract. Reward—but only for exceptional work. Achieving expectations is a good job. Over-achieving is cause for reward.

Maintain:

Maintain your calm in chaotic situations, your sense of humor on a bad day, your commitment to your job and dealer, and your focus on your goals both professional and personal.