Reflections on a Career in Auto Sales: A Journey Through Time

Auto sales have evolved significantly over the years, offering both challenges and rewarding experiences for those in the field. Starting from the early 1960s to the late 1980s, my career as an auto salesman has seen a range of changes, from the joys of commission-based sales to the realities of a low-commission era.

Early Days in Auto Sales (1969)

I began my journey in auto sales in 1969, and it was a role that I thoroughly enjoyed. Every sale was unique, providing different experiences each time. Working on a commission basis, there was a strong incentive to perform well, as financial success hinged on sales numbers. Trusteeship with a reliable dealer could lead to substantial earnings, but at the heart of it, I loved interacting with clients and helping them solve their problems. Most car buyers were driven by specific needs, and it was my job to assist them in making the right choice, whether it was to upgrade their vehicle or achieve a financial goal.

The early days of the automotive business were filled with personal stories of camaraderie and competition. During my tenure, there was no internet or customer satisfaction survey, and cell phones only came into broader use much later. By the mid-1980s, the environment was still far from what it is today: no online pricing, manual credit checks, and a lack of digital communication tools. The sheer survival of any salesperson in this era was a testament to their dedication and hard work.

Miles 0-1979: The 'Wild West' of Auto Sales (1988)

By the year 1988, I had just turned 18 and was hired by a Ford store in Reno, Nevada. It was like stepping into a different world where the 'wild west' seemed to still reign. The dealership was a dog-eat-dog environment, with mandatory sales meetings every Friday and Monday, even on some Sundays. Sales figures were always reported, with no one reporting zero to avoid subsequent criticism. The pressure was intense as sales numbers directly impacted one's paycheck. There was no minimum wage, no 401k, and no pension – the mantra was simple: 'sell cars, have fun, and make money.'

Being such a young member of the team, I often lacked the credibility to sell expensive vehicles to customers. However, I learned quickly and was lucky to have a seasoned salesperson mentor me. This mentorship helped me develop my skills and knowledge, transforming me into a professional auto salesperson. I worked long hours, seven days a week, and learned the value of follow-up and product knowledge, which was crucial for building trust with potential buyers.

Milestone 20: Dotting the I's and Crossing the T's (1993-1998)

By the age of 22, I was making $75,000 a year. At that time, car guys were considered true sales professionals and were celebrated for their financial success. Monthly dinners, weekend lunches, and top-guy recognition were common, even though they were at minimum levels. The environment was much more personal and engaging, with stiff competition and a strong sense of camaraderie. Monthly dinners celebrating great months fostered a community of men who looked out for each other, sharing success and challenges.

From Sales Guy to Lender (2023)

Today, the auto sales profession has changed dramatically. Commission-based sales now often come with a much lower minimum of $100 or even less, and 'factory money' for salespeople is not as prevalent as it once was. New car dealerships no longer hold salespeople in the same high regard; the focus has shifted from celebration to observation and control. Sales managers now dictate everything, from what is said to customers to even the smallest details of the sales process. The job is no longer about convincing customers to buy, but about showing features and benefits and building value in the product being sold.

Customer perception has also shifted. Customers receive mixed and often negative information, leading to a generally poor view of the auto sales profession. However, as a mentor, my advice has always been to treat every customer well and guide them in their second-largest purchase. One must strive to be proud of the profession and not stoop to dishonest or unethical practices to succeed.

Through it all, the core of auto sales – helping customers make the best possible decision for their needs – remains unchanged. The experiences and challenges of auto sales are a testament to the adaptability and resilience of those who choose this career path.