The late Al Capone said that “you can get much further with a kind word and a gun than you can with just a kind word.” When it comes to dealing with salespeople, most of us have used kind words and the figurative gun.
Many dealers can share tales of salespeople too unwilling to stretch to achieve their sales goal. Sure, you’ve tried reasoning and pleasing, threatening and screaming, and yet there still seems to be little impact. I know how you feel as we have all been there, too. This month’s column tells you how to stop the hassles and still get the employee behaviors you are looking for.