Great Vehicle Saleman Make the Worst Managers - By: Terry S Vostor

Great salespeople - the real high producers make for poor managers . Why is that ? Who so ?

The very traits that make them the top producers - a call to urgency , getting things done , impatient , having done the sales job themselves often lead to impatience and lack of understanding of others who cannot sign up so many vehicles and write so many auto finance orders and contracts.

In the average car dealership, it always seems to follow that somehow outstanding and successful sales people seem to get promoted to be the sales managers. It just seems to be a matter of course. A "sales managers' job is a step up, its prestige among the fellow, one upmanship. Yet nothing can be a poorer choice. On top of that it is almost a trap for the most successful sales people. Once people get a taste of management in their blood , it almost takes over their egos and certainly their lives. Who needs it ? And for less money ? You cannot take prestige and long hours to the bank. However what often follows in these most motivated, and persistent closers is a loss of income as well. Staying a lowly, less prestigious, salesperson - salesman or women, might well have been a wiser choice for them. The best advice of many a now happy salesperson , who after being promoted to management and administrative positions, was somehow able to return to the former status and stature is "It is not worth it".

Yet once promoted into the positions of sales management and administration , once gotten a taste of the prestige and power , it is very few human beings who will wish or offer to go back down - well at least voluntarily by their own choice and steam.

Why is this so? Sales people are often pushed along and motivated by self driven ego. To step down from this apparently highly regarded position, this step up along the path of getting ahead in the organization and among their fellows and contemporaries would seem to be admission of failure. If anything what drives most auto sales floors is competition among those on the floor - out in field, or in this case on the car lot. If anything auto sales people are known to brag and even exaggerate about their production figures and even from time to time make up fictitious numbers and even lie about their tales of bravado and success. Could this be true? It comes with the territory, the challenge and the hunt on the vehicle lot I guess. So once promoted even if miserable with their lot in life or position in the pecking order in the company few will step down - No one wants to take a hit at their ego but to their former position in the organizational structure. Once an agent has a "taste of management " and its alleged prestige its hard to go back down from that Cadillac to a Chevy.

It is mainly about ego , not earning potential and levels. A good salesperson can usually over achieve in income levels over most floorwalkers and management on the lot.

What is the answer here? What are solutions never mind risks, benefits features and benefits? It's all very simple. People , in this case - auto sales staff , rise to their level of incompetency , not their most valuable and productive level - in this case being car sales staff , agents and vehicle finance officers - your automotive sales people, what makes them so good are attributes that are diametrically opposed to the very skills and skill sets needed by managerial and supervisory staff. It's usually the case, not 100 % but more enough of the time to make it a truism.

Don't promote your best, hardest working and achieving people on the sales floors to management positions at your dealership / dealerships. It is as simple as that. Both the dealership, the sales staff, your production numbers and most importantly the mental well being and earnings of your top sales staff will all be the better for wear. On top of that top producers always serve as the models and target sales production role models for other sales and support staff who always can benefit from a role model - if not a figure to emulate and overtake.

About the Author

Terry Z. Voster Winnipeg Auto Dealers Wpg Manitoba Online Financing Credit App

Article Directory Source: http://www.articlerich.com/profile/Terry-S-Vostor/57069

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