The shift to online car sales is altering the skills mix needed by dealer sales staff. Derek Webb, sales director at the online recruitment business Jobco-op Automotive said the skills needed by dealer sales people had not changed much with an emphasis on people skills.

“However, if your dealership is completing 50% of its used car sales online, as might be the case within a few years, then these skills will be of little use – you may never speak to or meet the customer.

“Instead, your approach must be very structured and efficient in order to fulfil the sale as efficiently as possible. Also, your ability to communicate in writing must also be strong as you interact with the customer through e-mail and other online channels.

“Additionally, of course, you must have excellent IT skills and be able to work closely with your dealership IT team in order to create and maximise online sales opportunities.”

Webb said there were signs that this process of sales skill change was already underway. “There is strong disparity between dealers who are working to make the most of online sales and those who are backing traditional channels. However, forward thinking dealerships are very much aware that the skills needed by sales teams are changing.”

Original Story on Motor Trader – http://www.motortrader.com/latest-news/online-sales-drive-skills-mix-change-dealers/