...the Sales Reps at the dealerships. Many critics are judging the recently implemented Cash for Clunker program by the overall sales results of the program.
Like most sales organizations, critics are falling into the same trap as most sales organizations - managing results vs. activity. High performance sales cultures understand it's the activity that drives results. Think of this way The Government is the Marketing Department and the Auto Dealers are the Sales channel of a company. Marketing has deployed this GREAT campaign and is now relying on the Sales team to capitalize. Marketing is generating interest, the sales team needs to close business. Trying to achieve desired sales results without achieving the necessary activity levels is like facing an Ultimate Fighting Champion with one hand tied behind your back - you'll get beat down!
Given the activity the Cash for Clunker program has generated recently, it should be considered a HUGE success. Early indications are struggling dealerships are seeing renewed foot traffic they haven't experienced in months. Buyers are inspired to take advantage of the short term offer by the program.
Now it will be up to the Dealerships i.e. Sales Reps to close the deals. No pressure auto sales professionals! Only the U.S. Govt, the entire U.S. Auto Industry and the global economic recovery efforts are depending on you!
The ball is in your court ladies and gentlemen of the auto profession. Knowing the true sales professionals you are, I'm sure you wouldn't want it any other way.
Make it happen and make us fellow Sales Professionals proud!
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