automotive boot camp 2012 recruit screen hire

Best Practices for Screening, Selecting and Hiring Dealership Employees

Best Practices for Screening, Selecting and Hiring Dealership Employees

How important is it to hire and train the right people while building a sales team that can convert opportunities created by marketing into actual sales results?Organizational development is more important than ever before…with many dealers losing staff while cutting costs during the depths of the recession, those that are growing their business need effective strategies, tools and tactics for attracting, screening and hiring the best Internet sales professionals with the greatest chance of achieving their own personal success, as well as sales productivity for the dealership. This session will explore organizational development strategies, recruiting, screening, hiring and training tools as well as the materials and processes that the most successful dealers in America have been using for years, and are being used today as a means of increasing success in the hiring process. Ralph Paglia will share the tools and processes he has used to build some of the most successful Internet sales departments in America while teaching attendees what the essential "must haves" are, and how to get them when seeking to grow your sales departments into high performance digital marketing to sales conversion engines.

Growing Your Internet Staff from 10 to 300 Cars per MonthGrowing Your Internet Staff from 10 to 300 Cars per Month

Courtesy Chevrolet in Phoenix, AZ Courtesy Chevrolet in Phoenix, AZ became the USA’s leading Internet became the USA’s leading Internet retailer of new and certified used retailer of new and certified used Chevrolet vehicles… Human Resource Chevrolet vehicles… Human Resource Development was the key (secret sauce) Development was the key (secret sauce) to success.to success.

Organizational Development is the essential stumbling block that many dealers and ISM’s report as the primary reason for Internet Sales Operations failure or lack of growth into a strategically significant level of sales.

“This is a people business…”

Create a Video that showcases why People want to Work for Your Dealership

• Training• Compensation• Benefits• Supportive Team• People Matter• Career Growth

Use Video Role Play Assessment• Pre-Screen Applicants• Identify Training Opportunities• Invest Time with the Most Qualified Candidates• Use as a Recruiting Tool• Ideal for Social Media based Recruiting • Don’t waste valuable ($$$) management

interview time on applicants destined to fail!

http://hirethewinners.com/adm

Hire The Winners Assessment: Hire The Winners Assessment: Accurate Results in 20 MinutesAccurate Results in 20 MinutesHire The Winners Report and Assessment Example

TARGET TRAINING FOR TARGET TRAINING FOR CURRENTCURRENT TEAM MEMBERS TEAM MEMBERS

5.5. New Chevrolet Internet SalesNew Chevrolet Internet Sales6.6. Used Car Internet SalesUsed Car Internet Sales7.7. Bell Road Internet SalesBell Road Internet Sales8. Commercial Internet Sales

1.1. New Chevrolet BDCNew Chevrolet BDC2.2. Used Car BDCUsed Car BDC3.3. Wholesale Parts BDCWholesale Parts BDC4.4. eFinance Sales TeameFinance Sales Team

Growing Your Internet Sales Team works best when it occurs “Organically” and is Specialized

Courtesy Chevrolet is a single point Chevy dealer with (at one time) 3 fully staffed BDC Team’s, an eFinance Sales Team and 4 Internet Sales Teams. These 8 teams of automotive sales professionals are identified as follows:

Organic GrowthOrganic Growth

Let’s Take a Look at How It Happened…Let’s Take a Look at How It Happened…

Ralph PagliaRalph PagliaBegins at CourtesyBegins at Courtesy

as eBusiness Directoras eBusiness Director

Ralph PagliaRalph PagliaBegins at CourtesyBegins at Courtesy

as eBusiness Directoras eBusiness Director

BDC ManagerBDC ManagerNew & UsedNew & Used

Vehicle Sales Dept. Vehicle Sales Dept.

BDC ManagerBDC ManagerNew & UsedNew & Used

Vehicle Sales Dept. Vehicle Sales Dept.

Internet Sales ManagerInternet Sales ManagerNew & UsedNew & Used

Vehicle Sales Dept.Vehicle Sales Dept.

Internet Sales ManagerInternet Sales ManagerNew & UsedNew & Used

Vehicle Sales Dept.Vehicle Sales Dept.

CSRCSR11

CSRCSR11

CSRCSR22

CSRCSR22

CSRCSR33

CSRCSR33

CSRCSR44

CSRCSR44

CSRCSR55

CSRCSR55

CSRCSR66

CSRCSR66

CSRCSR77

CSRCSR77

CSRCSR88

CSRCSR88

ISSISS11

ISSISS11

ISSISS22

ISSISS22

ISSISS33

ISSISS33

ISSISS44

ISSISS44

ISSISS55

ISSISS55

ISSISS66

ISSISS66

ISSISS77

ISSISS77

ISSISS88

ISSISS88

Phase 1 Sales Results:Phase 1 Sales Results:Internet sales averaged 88 units per month Internet sales averaged 88 units per month (new & used)(new & used)BDC generated sales averaged 92 units per month BDC generated sales averaged 92 units per month (new & used)(new & used)

Phase 1 Sales Results:Phase 1 Sales Results:Internet sales averaged 88 units per month Internet sales averaged 88 units per month (new & used)(new & used)BDC generated sales averaged 92 units per month BDC generated sales averaged 92 units per month (new & used)(new & used)

Mike GordonIT Director


Courtesy Chevrolet eBusiness Teams – Phase 1

Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness

DirectorDirector

Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness

DirectorDirector

Joel MattesonJoel MattesonBDC ManagerBDC Manager

New Vehicle SalesNew Vehicle Sales



George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager




Francisco AbalosFrancisco AbalosBDC ManagerBDC Manager

Used Vehicle SalesUsed Vehicle Sales


Used Vehicle SalesUsed Vehicle Sales Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager


Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager


Kelly Slaughter & Lisa SarataKelly Slaughter & Lisa SarataCRM AdministratorsCRM Administrators

Kelly Slaughter & Lisa SarataKelly Slaughter & Lisa SarataCRM AdministratorsCRM Administrators

CSRCSR11

CSRCSR11

CSRCSR22

CSRCSR22

CSRCSR33

CSRCSR33

CSRCSR44

CSRCSR44

CSRCSR55

CSRCSR55

CSRCSR66

CSRCSR66

CSRCSR77

CSRCSR77

CSRCSR88

CSRCSR88

ISSISS11

ISSISS11

ISSISS22

ISSISS22

ISSISS33

ISSISS33

ISSISS44

ISSISS44

ISSISS55

ISSISS55

ISSISS66

ISSISS66

ISSISS77

ISSISS77

ISSISS88

ISSISS88

ISSISS99

ISSISS99

ISSISS1010

ISSISS1010

ISSISS1111

ISSISS1111

ISSISS1212

ISSISS1212

CSR9

CSR9

CSR10

CSR10

CSR11

CSR11

CSR12

CSR12



Split&

Grow

Split&

Grow

Split&

Grow

Split&

Grow

•Phase 2 Team Expansion:Phase 2 Team Expansion:Internet split into new and used managed teamsInternet split into new and used managed teamsBDC split into new and used managed teamsBDC split into new and used managed teamsCRM administrative position added (showroom)CRM administrative position added (showroom)

•Phase 2 Team Expansion:Phase 2 Team Expansion:Internet split into new and used managed teamsInternet split into new and used managed teamsBDC split into new and used managed teamsBDC split into new and used managed teamsCRM administrative position added (showroom)CRM administrative position added (showroom)

NewNewPositionPosition

NewNewPositionPosition

NewNew

Posi

tion

Posi

tion

NewNew

Posi

tion

Posi

tionNewNew

Posi

tion

Posi

tion

NewNew

Posi

tion

Posi

tion

80 sales 70 sales

40 sales

40 sales


Ralph PagliaRalph PagliaCRM/eBusiness DirectorCRM/eBusiness Director

Ralph PagliaRalph PagliaCRM/eBusiness DirectorCRM/eBusiness Director

















Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators

Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators

Patrick MillerPatrick MillerInternet Sales ManagerInternet Sales Manager

Courtesy On BellCourtesy On Bell

Patrick MillerPatrick MillerInternet Sales ManagerInternet Sales Manager

Courtesy On BellCourtesy On Bell

CSRCSR11

CSRCSR11

CSRCSR22

CSRCSR22

CSRCSR33

CSRCSR33

CSRCSR44

CSRCSR44

CSRCSR55

CSRCSR55

CSRCSR66

CSRCSR66

CSRCSR77

CSRCSR77

CSRCSR88

CSRCSR88

CSRCSR99

CSRCSR99

CSRCSR1010

CSRCSR1010

ISSISS11

ISSISS11

ISSISS22

ISSISS22

ISSISS33

ISSISS33

ISSISS44

ISSISS44

ISSISS55

ISSISS55

ISSISS66

ISSISS66

ISSISS77

ISSISS77

ISSISS88

ISSISS88

ISSISS99

ISSISS99

ISSISS1010

ISSISS1010

ISSISS1111

ISSISS1111

ISSISS1212

ISSISS1212

ISSISS1313

ISSISS1313

ISSISS1414

ISSISS1414

ISSISS1515

ISSISS1515

ISSISS1616

ISSISS1616

CSR11

CSR11

CSR12

CSR12

CSR13

CSR13

CSR14

CSR14

CSR15

CSR15

CSR16

CSR16

Designated Sales Consultants Designated Sales Consultants Certified to Handle Certified to Handle

Internet Lead AppointmentsInternet Lead Appointments



Ron Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance TeamRon Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance Team

Lisa EsquivezLisa EsquivezeFinance BDCeFinance BDCLisa EsquivezLisa EsquivezeFinance BDCeFinance BDC

Omara SpriggsOmara Spriggsefefinance Salesinance Sales

Omara SpriggsOmara Spriggsefefinance Salesinance Sales

100 sales 90 sales

60 sales 50 sales

25 sales35 salesNewNewTeam

Team

NewNewTeamTeam

NewNewPositionPositionNewNewPositionPosition

•Phase 3 Team Expansion:Phase 3 Team Expansion:Special eFinance teamSpecial eFinance teamCourtesy-on-Bell ISMCourtesy-on-Bell ISM

•Phase 3 Team Expansion:Phase 3 Team Expansion:Special eFinance teamSpecial eFinance teamCourtesy-on-Bell ISMCourtesy-on-Bell ISM

Courtney DalyCourtney DalyeFinance Admin.eFinance Admin.Courtney DalyCourtney DalyeFinance Admin.eFinance Admin.


Courtesy Chevrolet CRM/eBusiness New BDC with 27 Work Stations

90,000+ OutboundPhone Calls / Month90,000+ OutboundPhone Calls / Month

Document Roles & Responsibilities for All Positions

* July 2006 Interactive Marketing Budget

Document Pay Plan & Bonus Structure that reflects taller Internet sales funnel

Top 10 Reasons To Use “Hire The Winners”1.Find out why your lowest producers aren't producing. 2.Learn what the potential is of every sales consultant on your team. 3.Discover opportunities for improvement for each sales consultant and how you can focus your training for immediate improvement. 4.HTW can show you how to find and recruit excellent talent to grow and improve your sales team. 5.HTW has tools to help make informed hiring decisions and get best talent available. 6.HTW provides you with tools that allow your sales team to practice on the simulator not the public (Lost sales from poorly trained sales consultants are killing us). 7.HTW provides you with a hiring process and support to strengthen your management teams interviewing skills and, if used correctly, will provide you with information you need to bring on the best talent available. 8.HTW provides you with tools that show you what the sales applicant can and can't do when put into the automotive sales situation. You will know in 20-30 minutes the potential of every candidate.9.Tools that will assist you in creating customers in a challenging market (What you can do to cause more customers to visit your store without raising your advertising budget). 10.(see link below)

Free DMSC Trial: www.hirethewinners.com/adm

AutoMax Recruiting & TrainingAutoMax Recruiting & Training Recruiting 2.0

◦ Place job opening on 100’s of job boards including Monster, Career Builder, Indeed, Simply Hired, Zip Recruiter, Craigslist, Facebook, Twitter, Myspace, LinkedIn, Google+ and MORE. Nobody used more resources than AutoMax!

◦ Schedule & conduct ALL interviews & screen applicants using The Car Sales Simulator. (We have a team of people that interact with and schedule interviews with thousands of potential hires each week)

The Car Sales Simulator Uses interactive video to present potential salespeople with a set of decisions that will either lead to the sale or the GSM’s office for a “talking to.”

◦ For those that make it through the interview & screening process either we’ll conduct the training or you can. (We have multiple packages)

◦ From porters to presidents, we will interview, screen and train internet sales managers, BDC reps, social media managers, sales people, sales managers, service advisors, general managers and more!

Low Fee, Turn Key, With A Satisfaction Guarantee! 25% discount for all attendees present!

Video From Craig

AutoMaxRecruitingAndTraining.com | 800-878-5090

Actual Graduate ClassActual Graduate Class

http://youtu.be/f2SC0HWqkOM

Questions and Answers…Questions and Answers…Ralph PagliaCell: [email protected] www.RalphPaglia.com

Reference Links:http://www.ADMPC.com http://slideshare.net/RalphPagliahttp://www.hirethewinners.com/adm http://www.hirethewinners.com/adm http://www.Automax.com

automotive boot camp 2012 recruit screen hire

Automotive