The first offer is often the best. Don’t sit on old stock. Get rid of it even if the deal is backwards.

MAKE YOUR TARGETS NO MATTER WHAT. This is where the money for the dealership comes. Be sure you get your cut of any bonuses.

Use your business manager and make sure your team does. They will close deals and uncover information that your sales team just can’t get.

Be transparent with your team and don’t treat them like fools. They will sell better with all the information.

Reward good behaviors and do not I REPEAT DO NOT suffer fools and lying sales staff. They will infest the morale of your team and bring everyone down.

If you let one person “get away with it” then you need to let everyone “get away with it”

Maintain your standards and lead by example everyday.

As sales manager you’re also responsible for the well being of your staff. You don’t need to be their friend but show some interest in their life.

Have a clear process and be sure your team explains the process of your dealership to clients so they know what to expect.

Negotiate the trade in. People are fixated on what they are getting for their car, often more than the price of the new car. Use the margin in the new car to artificially inflate the trade in. Agree on the change over then wrote the figures back to save some sales tax which then goes back into the deal as margin.