Opinions & Columns

Growing Bench Strength Part 3

Setting Up Your New Sales Rep for Success

Unless the sales rep hired is a seasoned veteran and has covered that same area for years, they will not know the established customer base, the conquest accounts and what relationships need to be built or repaired.
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Ask the Expert: Growing Bench Strength Part 2: Cutting Out Bad Habits

Last month I started this series off by talking about where to find young talent. As discussed, there are several different places and ways to bring good, young talent from colleges and technical schools to the dealership. 

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Kim Schmidt

Getting Back on the Road

In typical years, the first quarter is a busy time for our staff, with a lot of time spent out of the office at industry events, meetings and visits with dealers. It’s hard to believe that with the exception of a few regional visits to dealers it’s been a year since we’ve done any extensive travel.

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Ask the Expert: Growing Sales Bench Strength Part 1: Finding Young Talent

The hardest part of any sales manager or sales lead’s job is dealing with salespeople. Typically, salespeople are hard to keep between the ditches.

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Bill Hoeg
Leadership Lessons

Creating a Customer Centric Culture: Defining Customer Retention Turning a Good Concept into Reality

A MAC colleague, Bill Mayes, has a way with words. His article last month sets up our 2021 theme of “Creating a Customer Centric Culture” and is a great concept. 

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