Debunking 6 Myths about Equipment Sales

One of Equipment Trader’s™ frequent partners – Commercial Truck Training – helps dealers develop commercial inventory departments from scratch. Yet too often, after their team leaves, the dealership’s top management stops following their expert advice and institutes new systems based on faulty assumptions about the equipment industry. These mistakes are classic cases of “fantasy vs. reality.” To help you avoid falling into these misconception pitfalls, we’re debunking 6 myths about equipment sales that don’t match the reality of the industry, along with our recommendations for each situation. Continue reading “Debunking 6 Myths about Equipment Sales”

10 Tips for Building the Best Equipment Dealership Team

I get phone-calls and emails almost weekly from new commercial equipment salespeople. Many of them are near the end of a three- or six-month draw against commission and are looking for answers on how to survive when their draw disappears and their income becomes based on commission. I typically ask the same questions — and receive the same answers:

Q: “What has been your main prospecting activity?

A: “I was told to knock on doors of local businesses.

Q: “Have you attended any trade associations or group functions?

A: “I only go to the Chamber of Commerce events.”

Q: “Doing those activities, have you had meetings with decision-makers?

A: “Very rarely. How do I get those appointments?

You get the idea. Only a small percentage of these new hires make it past the guaranteed draw period, much to the frustration of the commercial sales manager. What sets apart the dealerships that seem to consistently find success when building their team? In my view, the answer lies in developing and implementing quality hiring, training, and management practices. Here are 10 tips (3 tips on hiring, 5 on training, 2 on management) to help you build the best dealership team: Continue reading “10 Tips for Building the Best Equipment Dealership Team”