Automotive

The Hidden Cost of Poor Training in Dealerships: Why New Staff Fail and How to Fix It

In today's competitive automotive market, developing in-house sales talent has become crucial for dealerships. While many prefer this approach over hiring experienced salespeople from competitors, the high attrition rate among new sales recruits remains a persistent challenge. Understanding why this happens—and how to fix it—can transform your dealership's hiring success rate. The Real Challenge: Beyond Initial Onboarding Most dealerships face two critical hurdles in their training process: Ineffective recruitment and induction procedures Insufficient ongoing support and development While both factors matter, our research shows that the second issue typically causes more damage. Many dealerships invest heavily in initial onboarding but fall short in providing continuous development opportunities—essentially setting their new hires up for failure. Why Traditional Training Methods Fall Short The Current Approach Most dealerships follow a standard pattern: Basic onboarding (company policies, introductions, basic procedures) Handoff to Sales Managers