Novice - Unconsciously incompetent.

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Has no idea how successful or not they actually are. Works only walk-in traffic. Generally will not contact friends and family until they know what they’re doing. Loves training and learning the process. Does exactly as told to do. Sells 0~10 vehicles per month. Entered the business by responding to an employment ad and with very little retail experience. Does not know how to negotiate, close or sell themselves to prospects.

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Struggler - Consciously incompetent. 

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Knows what to do but does not follow the leader. Needs to be micro-managed but prefers to be left alone. Very social, talkative, offers advice and acts as a trainer for the novice. Relies on walk-in traffic, does not see themselves doing this forever. Does not follow-up properly or consistently. Is covertly hostile in meetings and always has an excuse why things are not working out for them. Sells 4~9 vehicles per month, generally not exceeding 100-units per year. Moves from dealership to dealership. Poor product knowledge. Always asking management for answers to PK questions.

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Rising Star - Consciously competent.

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Knows theory, practices, and is eager to learn more. Self-motivated. Requires direction. Needs feedback. Works hard but wastes time. Social and eager to please the boss. Sells 8~12 vehicles per month. Not predictable. Works floor traffic. Starting to get repeat and referral business. Knows the product very well, Studies his own and competitor’s product. Genuine interest in being a career salesperson.

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High Achiever - Unconsciously competent.

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Can do the job in their sleep. Already does make a 6-figure income. Self-guided and does not need motivation. Driven from within. Does not need to be managed. Does not need feedback and pat-on-back. Comes to work to work. Less social. Admired by his peers. Sells 15+ vehicles monthly, predictably. Does not take floor traffic. Truly a professional salesperson. One-in-a-million.