The job of salesperson has radically changed over my 25 years in the car business. The salesperson hardly did anything except greet the customer that came on the lot, land them on a car and then get them to agree to a payment. Occasionally I helped move the lot around and went and got food for the managers. That was the job and the mini was $100 in 2000.  

Fast forward to 2026 – Think of the multitude of duties that have moved from the Manager, the Finance Manager, the Porter, the Service department, The Accessory department, the Parts department, the Marketing department, the Ad Agency, the Fraud department and all the crazy requirements from the Manufactures to the salesperson. 

Every possible job that anyone at the dealership did not want to do – has been dumped on the salesperson. All these things are now considered part of the “sales job”. I heard a manager say to the sales team “Just Do Your Job” I heard a finance manager that sits around all day, say “Finally you sales guys are working”. Yet in many cases the mini is still $100. 

Do not get me wrong, I have learned to sell 20+ cars a month and trained a lot of salespeople to sell 20+. Yes, it is hard work – but the pay at this level is fantastic. 

I recently saw at one small store two new sales staff quit the first month. With hardly any training. I saw an experienced salesperson get written up for not selling enough vehicles and quit the next month.  It is far easier to take a 8 car guy to 20, than taking a new green pea to 5. 

There are only two reason they quit:  #1. The Pay Plan #2. Obstacles to the Sale  

For 25 years I have been selling 20 a month, training sales staff to sell 20 a month and helping dealerships create an environment where 20 car sales staff and their 20 car friends want to work. www.VincentHoss.com – 916-626-2982