Your salespeople are the face of your store, and the quality of your staff can make or break your dealership. Building a sales team of passionate, customer-focused employees can grow trust, close more deals, and keep customers coming back for years to come. Conversely, a team with poor communication skills, high turnover, or a lack of product knowledge can damage your reputation and leave potential buyers feeling frustrated.

The key to success lies in attracting top talent and hiring a cohesive team. By implementing smart recruiting strategies and fostering a positive work environment, dealerships can build a sales force that drives growth and customer satisfaction.

How to Spot the Right Car Salesman in a Sea of Candidates

While finding and hiring the ideal car sales personnel may feel like a series of bad dates, there are several signs you can watch for—both negative and positive—that can help you pinpoint those salespeople who are most likely to succeed at your store.

5 Red Flags to Avoid

1. All Talk, No Substance: A candidate who focuses heavily on past sales numbers without explaining their strategies or struggles might be embellishing or lacking in transferable skills. Look for someone who discusses their approach to building rapport, identifying customer needs, and navigating challenges.
   
   
2. Job-Hopping: Frequent job changes, especially in short stints, can indicate an inability to adapt to company culture, difficulty meeting sales goals, or a tendency to chase the “quick buck.” However, consider the reasons behind the jumps. Perhaps it reflects a lack of growth opportunities at past dealerships.
   
   
3. Negativity Towards Previous Employers: A candidate who badmouths former employers raises red flags about professionalism and problem-solving skills. It’s better if they focus on what they learned and what they’re looking for in a new environment.
   
   
4. Unrealistic Expectations: Someone who overestimates their abilities or expects an inflated commission structure might be setting themselves up for disappointment and potentially clash with the dealership’s goals. Look for candidates who are realistic about the work involved and motivated by growth.
   
   
5. Lack of Product Knowledge or Enthusiasm: A strong salesperson should have a genuine interest in the vehicles and the brand they’re representing. If they can’t demonstrate basic knowledge about the dealership’s inventory or seem unenthusiastic about the industry, they might struggle to connect with customers.

5 Green Flags to Attract

1. Customer-Centric Focus: Look for candidates who demonstrate a genuine interest in helping customers find the right vehicle. This could be shown through past experiences where they prioritized customer satisfaction or through their interview responses that highlight building rapport and understanding needs.
   
   
2. Strong Communication Skills: Effective communication is crucial in sales. Look for candidates who can articulate themselves clearly, both verbally and in writing. They should be able to listen actively, ask insightful questions, and tailor their communication style to different customer personalities.
   
   
3. Adaptability and Problem-Solving: The sales process doesn’t always go smoothly. Look for candidates who can adapt to different customer needs and objections. They should be able to think on their feet, propose creative solutions, and overcome challenges to close the deal.
   
   
4. Teamwork and Collaboration: While sales often involve individual quotas, dealerships thrive on a collaborative environment. Look for candidates who demonstrate a willingness to work with colleagues, share knowledge, and support each other’s success.
   
   
5. Passion for the Industry and Continuous Learning: A love for cars and the automotive industry is a great motivator for salespeople. Look for candidates who express genuine enthusiasm for the brand and the products they’d be selling. Additionally, a desire to learn about new technologies, features, and customer trends shows an eagerness to stay ahead of the curve.

Sales Experts and Advanced Tech: A Winning Combo

Whether you’re working on attracting talent that fits your specific dealership needs or strategizing how to build a sales team, these tips can guide you toward your next used car salesman, financing expert, or EV pro. As you grow your business, you can count on us to help ensure every new hire is up to speed on our technology so you can continue to provide customers with an exceptional sales experience that will retain them from sales to service and beyond.

To keep your staff and your store at the cutting edge of end-to-end dealership solutions, contact us today.