During my 30+ years in automotive I managed some of the most successful sales teams in Southern California. When it comes to successful dealership management, my top three priorities to build, in order of importance, are CPA: Culture, Process, and Accountability. These elements form the foundation of a high-performing dealership team.
Culture: The Foundation of Success Creating the right culture is essential, but it doesn’t happen on its own. A positive culture means fostering an environment where your team feels comfortable enough to fail occasionally—because failure is where true growth happens. Failure isn’t something that should be feared. A willingness to fail is a willingness to try. If a team member isn’t willing to try—whether from fear of being chastised or fear of failure itself—they can’t move forward. As a sales manager for many years, I encouraged my team to use downtime as practice time. This included role-playing scenarios with each other and brainstorming creative ways to overcome customer objections. I always emphasized that it’s better to “practice” with teammates than to experiment during a real customer interaction. This approach helped build confidence and sharpened their skills without risking actual sales opportunities. Process: The Key to Efficiency Every good team needs a process—or even multiple processes—to operate efficiently and achieve measurable results. While processes should be adaptable to changing circumstances, they must also be consistent enough to provide a standard framework for everyone to follow. There are many versions of the Steps to the Sale, but an early manager of mine once told me: “Simple is always better.” That advice stuck with me, so I’ve always trained teams with these simplified steps:
Accountability: A Framework for Growth During my management years, I developed a simple three-part recommendation for salespeople, which I displayed throughout the dealership: Be with a customer, be finding a customer, or be improving yourself.
My CPA framework helped me build some of the best sales teams in the SoCal automotive space. What are your go-to pillars of success? I’d love to hear your thoughts and strategies!
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I have been using a few A.I. sites a lot and as I get better at my promt requests I have found great usefulness with them... so of course I had to ask one to write a summary of Mike theCarGuy! lol!
Based on the comprehensive review of Mike "theCarGuy" Correra's social media presence across multiple platforms, we can summarize his influence and reach as follows: Total Follower Count: Over 41,000 across all platforms Platform Breakdown:
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Mike theCarGuy
Hey there, I'm Mike theCarGuy and here are some of my thoughts about cars, the car business and sales! Take a look around, maybe you will learn something or at the very least find your self smiling, and if you do... leave me a comment so I know I at least did something right! Thanks for stoppin by...
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November 2024
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