11/20/2023 0 Comments Auto dealer liveI know that, on the flip side, some dealers have discredited the idea of “working smarter” because they don’t feel it really matters if you hustle your way out of a problem THAT is a problem. If you’ve ever heard the saying, “work smarter, not harder,” then I’m sure you’ve been a bit upset at the idea that someone might be discrediting the value of hard work. Rather than salespeople working harder, have them work smarter by having salespeople use their time more effectively.ĭon’t misunderstand what I am saying, working hard is a requirement and there is no way around that. Sales productivity is the rate at which a salesperson acquires revenue for an organization. In fact, sales productivity has emerged as one of the greatest concerns among businesses today. Advertising is certainly necessary, but let’s not forget that increased sales productivity is a simple solution that provides more sustainable revenue growth. Why do we continue having our sales staff come in just to wait around when they should be focused on setting appointments? As an industry, $6.15 billion is spent on advertising aimed at driving droves of customers to dealerships as the sole source for hitting new revenue targets. The average time not in front of a customer is 5.5 hours a day. Automotive Salespeople spent only one-quarter of their time selling last year.
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