Dear David: How to pay millennial sales associates

July 15, 2016 | Comments Off on Dear David: How to pay millennial sales associates

July 4/11, 2016; Volume 30, Number 27 By David Romano Dear David: I am finding it increasingly difficult to find sales associates. Every time I mention the words “draw” and “commission” everyone under the age 40 declines the offer. I want to bring in some younger sales associates but this seems nearly impossible these days. And hiring experienced sales associates is very expensive and risky; they want such large draws when they start and a...

Read More

Dear David: Implementing a customer rotation system

June 17, 2016 | Comments Off on Dear David: Implementing a customer rotation system

June 6/13, 2016; Volume 30, Number 25 By David Romano Dear David: I keep hearing about my veteran sales associates “stealing” customers from rookies. These seasoned RSAs supposedly claim they know customers or have worked with them in the past, passing off people they view as “tire kickers” to rookies. I met with my veterans and told them to cut this out but they all denied it was happening. I find it hard to believe...

Read More

Dear David: Holding firm on your established pricing

June 3, 2016 | Comments Off on Dear David: Holding firm on your established pricing

May 23/30, 2016; Volume 30, Number 24 By David Romano Dear David:   You have been telling me for years to stop allowing my sales associates to negotiate with customers; I heard what you were saying but I didn’t necessarily believe you were right. I recently read something about Lexus and how the company is looking at plans to change the way it sells cars because it finds millennials hate to haggle. If Lexus is...

Read More

Dear David: Largest writer is my biggest problem

May 17, 2016 | Comments Off on Dear David: Largest writer is my biggest problem

May 9/16, 2016; Volume 30, Number 23 By David Romano Dear David: I have a sales associate who is such a great producer but the rest of the team cannot stand her. She is not a team player, does not pitch in with helping any of my new hires, comes and goes as she pleases and doesn’t follow company policy. The rest of my staff keeps telling me it is not fair what she gets...

Read More

Dear David: Implementing minimum sales standards

April 28, 2016 | Comments Off on Dear David: Implementing minimum sales standards

April 25/May 2, 2016; Volume 30, Number 22 By David Romano Dear David: Frustration is not even the word to describe how I feel about the performance of my sales team. I have some employees who really work hard and perform yet others are inconsistent. I have tried different incentives, threats and pleading but nothing really seems to make the bottom half of my team better. Is there something I can do? Dear Frazzled Owner,...

Read More

Dear David: Conducting exit interviews

April 22, 2016 | Comments Off on Dear David: Conducting exit interviews

April 11/18, 2016; Volume 30, Number 21 By David Romano Dear David: How do I find out why I am losing my employees? My manager keeps telling me they leave because they want to make more money but I find that hard to swallow because I pay more than my competition. Can you offer some advice on this matter? Dear In-The-Dark Owner, Let’s start off with some facts to give you a frame of reference....

Read More

Dear David: Effectively moving old inventory

March 21, 2016 | Comments Off on Dear David: Effectively moving old inventory

March 14/21, 2016; Volume 30, Number 19 By David Romano Dear David: I am struggling to move old inventory. Cash is tight and I have a lot of money tied up in those products. I have more than $500,000 of inventory that is over a year old. What can I do to get rid of this inventory quickly and not kill my margin? Sincerely, Compromised Owner   Dear Compromised Owner, It looks like you are...

Read More

Dear David: Hiring seasoned or green RSAs

March 10, 2016 | Comments Off on Dear David: Hiring seasoned or green RSAs

February 29/March 7, 2016; Volume 30, Number 18 By David Romano Dear David: I am looking to hire a sales associate and I need him to bring over a book of business. I don’t have the time to train him; I need him to hit the ground running when he gets started so he can pay for himself right away. He needs to have at least five years of experience and bring at least $1...

Read More

Dear David: The underperforming sales associate

February 8, 2016 | Comments Off on Dear David: The underperforming sales associate

February 1/8; Volume 30/Number 16 By David Romano Dear David: I have a sales associate who has worked for me for just over six years. For many years she was my best sales associate; in fact, she averaged nearly $800,000 per year. In 2015 she sold just under $450,000 and the rest of my sales team sold, on average, nearly $650,000. I have met with her several times and discussed my disappointment with her numbers...

Read More