Chances are those new auto dealership sales hires won't be around long enough to need training.
But failing to train them is one reason they won't be around.
"The problem in auto retailing is that dealers are reluctant to spend money on training because they know so many of the new recruits will be gone in 90 days," says Ted Kraybill, principal of the automotive consulting and research firm ESI Trends. "They don't want to waste the money.
"And so the new employee doesn't get the training. And so he is not productive and the dealership suffers."
A vicious circle has emerged from Kraybill's ongoing study of auto dealership operations on behalf of the National Automobile Dealers Association. His results are being published annually as the NADA Dealership Workforce Study Industry Report.
At the heart of Kraybill's research is employee retention.
The study's confidential review of 19,000 dealership payroll and sales productivity records from across the country reveals that barely a third of new sales hires remain on the job long enough to reach their expected potential for selling -- which Kraybill says requires three years of experience.
And of that two-thirds who leave too soon, 75 percent are gone within the first year, he reports.
If salespeople leave before they've had a chance to fulfill their potential, the dealership suffers, Kraybill says.
"A dealer who has 60 percent turnover in sales," he says, "is leaving a lot of money on the table."