When dealers start to think about growing (or launching) an accessory program, the conversation often turns to tools, training, or incentive programs. The reality is, the success of an accessory sales process doesn’t hinge on software or salespeople—though these are important factors. The true essence of success lies with leadership, and more specifically, sales managers.
Sales managers decide when a deal is ready to move. If it’s incomplete, it doesn’t matter how great the credit is or how excited the customer is—it’s not going to finance.
That’s why sales managers are the gatekeepers of compliance. When accessories are treated as a non-negotiable part of the deal vs. an add-on, the process sticks.
The best sales managers call their salespeople up to rise to the occasion. No accessory presentation, no deal.
Former car salesman David Anders recalls how his sales manager set the tone for accessory sales early in his career.
“When I was a new salesperson, I committed myself to being the best I could be. I did the training, familiarized myself with the system, and did everything I could to be prepared. That said, I hit a sales drought. A full week went by before I sold another car.”
When the opportunity finally came, David thought he had everything arranged. After dropping the deal off in his manager’s office, he returned to sit with his customer and endured an unusually long wait.
David went back to check on the deal—only to find it hadn’t moved.
“My sales manager looked at the folder and said, ‘I don’t see your accessory presentation sheet.’ He sent me back to the desk to do the presentation. I even sold a few items, and suddenly it was a complete deal. Five minutes later, the customer was in finance. After that, I didn’t want to waste my own time. I never made that mistake again.”
General managers set the expectation and hold their managers accountable. Fortunately, accountability doesn’t require micromanagement. A GM can pull five to ten deals from the past week to make sure accessory presentation forms are included, confirming their sales managers are enforcing the process.
That’s it.
When sales managers know the expectation is being checked—and backed by leadership—they take ownership. Most dealerships have anywhere from one to three (or more) sales managers on the floor. When those managers are consistently on the same page with accessories, salespeople quickly adapt and start to reap the rewards.
For over twenty years, Insignia Group has been the leading provider of digital accessory-selling systems in dealerships nationwide. Our sleek interface allows dealerships to create profitable accessory programs at the point of sale. Dealers using the Insignia Group accessories selling system can bundle accessories into custom packages, feature hot-selling accessories, process orders, and more. In addition, our integration with major digital retailers covers all your bases and allows for a seamless transition when customers decide to come into the store.
Schedule a demo today with us to see how our system can help you sell more accessories at the point of sale.