5 Ways to Keep Automotive Sales Consultants Motivated

It can be difficult for dealerships to motivate their automotive sales consultants – it’s an intensive position and employees can easily be drained. Good sales managers understand that they must focus on rewarding their employees in ways beyond their paychecks.

Everyone deserves to feel motivated by the work they do for their sales manager. However, that’s easier said than done. Maintaining a high level of motivation includes knowing strategies to produce a motivated team. Here are five ways that motivate automotive sales consultants.

Motivation Strategies

  1. Build Trust

    Automotive sales consultants won’t perform if they don’t trust who they are working for. This issue is faced by many dealerships and combined with economic and inventory challenges, can easily create a negative environment. For teams to strive for your dealership and do their best work, then management must prove they are trustworthy. If a salesperson knows they are a partner and equal, they are far more likely to go the extra mile. Sharing thoughts about the goals and objectives of your department shows transparency. Employees who are in-the-know are empowered and motivated to work hard and continually put effort into their position.

  2. Consistent, Meaningful Communication

    Working on communication skills is one of the best things a manager can do to serve their automotive sales consultants. Salesethics.net explains the importance of this in the following way:

    One of the vital roles that sales managers assume is that of communicator between an organization’s sales force and the executives that guide the company.

    If you want to establish trust between management and sales, communication is often the most important factor. Whether teams conduct weekly group or one-on-one weekly trainings, keeping lines of communication open is important.

  3. Emphasize Collaboration Before Competition

    It’s a fact that automotive sales consultants see each other as direct competition. It’s true for those who work on commission – as most salespeople do! While a certain amount of competition can be healthy, it’s important to focus on collaboration first. A sales team that helps one another can get much more done than a team that only sees each other as competitors.

    Sharing strategies is a great way to provide resources throughout the dealership and is a better way for everyone to be more successful. Sharing information means more sales for everyone, and that’s most important at the end of the day.

  4. Encourage and Recognize Initiative

    Do you notice a particular salesperson doing more than what was asked of them? Do you stop to recognize that initiative and praise them for displaying it? If not, you should! Recognition is a powerful tool that can keep people motivated – and it’s a personal touch beyond pay raises and bonuses. Show employees that their hard work is noticed and appreciated to encourage them to keep it up moving forward.

  5. Stay Positive

    Since 2020, the automotive industry has been challenging and unpredictable. Even when times are tough, it’s the responsibility of management to stay positive and encourage your sales team to continue striving forward. A sales team must understand that their work is still valuable, no matter what is going on in the economy. If managers are positive and encouraging, their team will rally and strive to do their best, regardless of the conditions that are outside of their control.

Keeping the Team Strong

Take the time today to learn how to keep your sales team motivated. Sales managers are ultimately responsible for their performance in many ways, and ultimately it drives the dealership’s bottom line.

If you’re looking to accelerate your marketing and maximize your profits, our team can help. We offer automotive, RV, and powersports post-sale marketing programs at no-cost to dealers. These programs market to your customers and educate them about the benefits of buying additional coverage from your dealership.

We encourage dealers and agents to contact us to learn how APC can power a post-sale vehicle marketing program that will drive sales and revenue for your dealership. Reach out to us today for a free program demo.

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