Too often business growth and improvement stalls because the dealership is filled with the wrong people. Lazy and unmotivated sales people who can’t do much more than take an order and unskilled managers who can’t inspire the people you’ve got and aren’t any good at recruiting new talent lead to infighting, resistance and backstabbing. All this makes growing the business seem impossible. Most leaders stop trying to grow and improve until after they’ve fixed their staffing problem.

But this is backwards thinking and can cause your business to be forever stuck in a rut.

Hiring a better team would be ideal. But when that seems too hard to do, there’s no sense giving up and waiting for the situation to improve. Instead, set out on a mission to accomplish two things:

Most people are bored with their jobs and feel uninspired to do any better than they are now. These people don’t feel like they’re engaged in worthwhile work. It’s extremely unrewarding to come to work every day to enrich the owner, enrich the manufacturer, and help ungrateful customers who demand the lowest price. But you can turn all of that around instantly. Here’s the secret—stop selling cars, start selling solutions. Realize that most people would really like a Nicer, Newer^® car than they’re currently driving, but some problem is standing in their way. When you focus on solving those problems, the cars sell themselves.

What’s more, solving problems is worthwhile work, and you’ll find that your employees quickly become passionate about being a trusted advisor rather than a product pusher. Passionate employees are positive employees who come to work everyday with an attitude of improvement and gratitude. Just imagine the difference this could create!

Though it may seem counterintuitive, one way to rapidly tune up your sales force is to give them a lot more customers. They have no choice but to stop being lazy. When customers are lined up every day, waiting to be helped, sales people either get excited or they get gone. There’s no opportunity to mope around and bring down morale.

Additionally, it won’t take long for the news to spread around town that your store is busy. When that happens, top talent starts lining up, waiting for an opportunity to sell or manage at your store. In just a few months, you can transform your salesforce from the doldrums to the major leagues.

Implementing these ideas will put you on the path to an invigorated sales force, more sales and a life and business that are ESP—Enjoyable, Simple & Prosperous^®.

We help dealers all over the country implement these ideas along with a marketing strategy that helps them stand out and sell more cars without spending more on advertising.

Our approach is so unique that we only work with one dealer per market. That's to make sure that we deliver the best results to every one of our members. If you would like to learn more about how Rich Dealers can help your dealership grow, click here to speak with a Rich Dealers advisor to find out if your market is available.