There is a dangerous tradition in the automotive industry: we take our top salesperson—the lone wolf who hits 20 cars a month—and we put them behind the desk. We give them the title “Sales Manager,” and then we wonder why the team’s morale tanks and gross profit stagnates.
The skillset required to sell cars is fundamentally different from the skillset required to manage people. Without proper automotive sales manager training, you aren’t building a leader; you’re just losing your best salesperson.
The “Super-Closer” Syndrome
New managers often fall into the trap of being the “Super Closer.” They sit at the desk, wait for a deal to get difficult, and then swoop in to save the day.
While this might save one car deal, it cripples your sales team. Your salespeople learn that they don’t need to get better because the manager will just do it for them. This creates a dependency loop that keeps your manager overworked and your sales floor weak.
Effective Sales Management Training teaches your desk managers to coach, not just close. They need to be doing one-on-ones, listening to calls, and role-playing daily.
Managing by Numbers, Leading by Example
A true sales leader knows their numbers. Not just “how many cars are out,” but:
- What is the show rate on internet leads?
- What is the appointment set rate for each salesperson?
- How many outbound calls were made today vs. connections?
If your managers can’t answer these questions instantly, they aren’t managing; they’re babysitting.
Desking the Deal
Desking is an art. It’s about maximizing gross while maintaining customer satisfaction. But too many managers are “giving away the farm” just to move a unit because they lack the negotiation skills to hold gross from the desk.
Our Management By Fire program is designed to strip away the bad habits and install a culture of accountability.
Your desk is the heartbeat of your dealership. Don’t let it flatline. Learn more about our comprehensive Automotive Sales Manager Training and start building leaders, not just bosses.
