Salesperson 101: Fired at Christmas
If you happen to be a new or nearly new salesperson in an automotive dealership, I’m going to tell you a true story about someone who learned the one sure way to get yourself fired, at least if you worked for me. You see, the truth about sales, in general, is that ultimately it boils down to work ethic and results, neither of which you can survive without.
There is this great thing about the car business. If you’re looking for a job selling cars, probably someone will hire you and give you a chance. But, there is also a not so great thing in the car business, it’s so difficult to find sales staff that sometimes you will literally hire anyone with a pulse. Ultimately, the car business is the one industry where there are so many salespeople that have chosen to sell cars as a last resort rather than flipping burgers, that the quality people have almost unlimited potential for success and upward mobility. For those new sales staff that are hungry, smart, and hardworking, it’s an amazing opportunity. For those who are not, well it’s either a short-lived career or a lifetime of mediocrity in sales.
For those new sales staff that are hungry, smart, and hardworking, it’s an amazing opportunity.
Quite a few years back we went through one of those periods where it seemed almost impossible to hire staff. Myself and my team were interviewing a ton of candidates looking for a few good ones. One day, sometime in mid-September…and I recall the time as it was about three and a half months before Christmas… this really nice guy, let’s call him Billy, showed up in my office. Had some experience at a Ford store, and needed a job. Literally begged for the job. “I just need to find work for my family,'' he said. I’ll do whatever it takes. I promise. I’ll work hard, I just need the job.” Those interviews are tough because unless you're made of stone, you want to help. In this case, I gave him the opportunity.
In our business, like most others, you have a three-month probationary period. Three months to show us that you’re a good fit. Three months to make the cut, so to speak. In this case, Billy didn’t have a great first month. Not the end of the world, sometimes it takes a little bit to get going. On the positive side, he had figured out what his schedule was and always managed to arrive and leave on time!
One day, nearing the end of the second month, he had only two or three deals on the board. And just like clockwork, at three o’clock when his shift ended, as he was passing by I asked him “Do you have any appointments tonight?” He looked at me kind of sideways, “I’m off tonight.” I knew that…I was just testing him. So I said, “Oh… sorry, uh… I just noticed you don’t have many deals, and it’s near the end of the month…” He didn’t like that at all. “I don’t live here you know. I have a life; I can’t be here all the time.” And with that, he stormed out.
Here’s the thing, his probationary period was ending in mid-December some two weeks before Christmas. Do you really fire someone two weeks before Christmas? Someone who has a family, someone who needs the money. How do you do that?
In this circumstance, he committed to doing whatever it took in order to be successful, and that is where he failed. If feeding his family was that important, maybe some extra time working and learning would have demonstrated that. Apparently feeding his family was less important than punching a clock, so some twenty days before Christmas, I gunned him. I’ll never forget his response and the pure hatred he had for me. He even followed up with just a venomous email. In his mind, I was just this horrible human being and he may be right. But truth be told... it would be the last time I would fire someone right before Christmas, I can tell you that! From then on I would just wait until January 2nd and paid the severance.
I have all the time in the world for someone who puts in the work and fails.
But here’s the thing. He deserved it. I have all the time in the world for someone who puts in the work and fails. Someone who is driven and just needs time. Someone who may not have the natural sales ability but is willing to put in the time, and the work to produce results. I have seen salespeople struggle for years until one day through hard work and perseverance, they get it. But if you’re that person, like Billy, who punches a clock, and is not delivering results, well… it’s only a matter of time until I would fire you, that’s for sure.
If you're a salesperson, new or not so new, and you're hoping this is a career for you. Then you need to ask yourself two important questions. First, "Am I having success?" and second, "Am I putting in the work and the time needed to have success?" If the answer to the first question is no, and you’re not putting in extra time— your not seeking out old customer lists— your not calling and emailing new leads until they buy or they die and you are not aware and engaged whether you’re at work, or not at work, then the answer to your second question is also no and you have a decision to make. And while you're making that decision, if your management is any good, they are asking the same two questions about you when thinking about promotions, or who they are getting rid of. Are they producing results? Do they have a work ethic?
So if you’re a new or nearly new salesperson, and you’re not having success, you better be putting in the time and the effort and demonstrate some work ethic or flipping burgers it is.
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