3 Reasons Your Auto Sales Career Feels Stalled— and How to Turn It Around

April 2022

It’s common to feel stuck in your career, especially in the fast-paced and highly competitive world of auto sales. What worked to get you to where you are now might not be enough to take you to the next level. Let’s explore three reasons your career might feel stalled—and more importantly, how you can reignite your progress and keep growing.

1.) Laziness: Overcoming Complacency in a Demanding Industry

Laziness isn’t unique to any one profession—it’s part of the human condition. We all have moments where we choose comfort over challenge. The key difference between success and stagnation is how we respond to that feeling.

In auto sales, it’s easy to get comfortable, especially if you’ve been in the same role or dealership for years. Day-to-day routines can start to feel monotonous, and we forget that every day we spend in complacency is time we can never get back.

But here’s the hard truth: the world around you is constantly evolving, and if you’re not learning, adapting, and pushing yourself, you’re falling behind. The trick is to start enjoying the struggle—to embrace the challenges of the job and see them as opportunities for growth. When you begin to enjoy the process of learning and improving, that’s when you operate at your best.

Take it from me. I’ve been where you are. For years, I thought I knew everything there was to know. I was successful, making good money, and had a reputation that preceded me. Then I moved to a new market where nobody knew me, and I had to prove myself all over again. That experience humbled me and showed me how much I still had to learn.

The reality is, you might be the top performer at your dealership, but can you step into a new environment—selling cars, RVs, or boats, where no one knows you—and immediately add value? Can you exceed expectations in a completely different business setting? If the answer is no, then there’s still room for growth. Setting a high bar for yourself, even when you’re already at the top, will drive you to keep improving.

Actionable Tip: Start by identifying areas where you can improve. Whether it’s learning new sales techniques, refining your negotiation skills, or deepening your product knowledge, make a commitment to self-improvement. Set higher goals for yourself, and push beyond your comfort zone.

2.) Lack of Creativity: Unleashing Your Full Potential

One of the biggest reasons auto sales careers plateau is a lack of creativity. Many people feel restricted by dealership processes or believe they’re stuck in a box, unable to innovate. If you find yourself thinking, “I can’t change anything here” or “I just have to follow the rules,” then you’ve created your own mental barrier.

Here’s the truth: your General Manager isn’t paying you to just follow orders. You’re hired to bring ideas to the table, to innovate, and to find new ways to drive revenue. If you believe your dealership’s processes are holding you back from making an impact, it’s time to either change your approach or consider working somewhere that will appreciate your creativity.

But before you jump ship, let’s explore how you can unlock your creativity right where you are. Stop asking for permission to innovate. If you believe in an idea, just do it. It might be as simple as improving customer interactions or as bold as launching a new local marketing initiative. But here’s the key—don’t ask for approval every time you want to try something new. Be prepared to take risks and be willing to apologize later if things don’t go as planned. Innovation comes with risk, but those who take risks are often the ones who succeed.

Let me give you an example. A guy I knew wanted to buy a billboard to promote his dealership. He asked for permission and, unsurprisingly, was told “no.” I asked him, “Why did you even ask?” If he’d just gone ahead and done it, yes, the dealership might have been upset initially, but he probably would’ve earned their respect for thinking outside the box. And even if it didn’t work, the very act of trying something bold would have set him apart.

Actionable Tip: Stop waiting for permission to be creative. Start small—find ways to enhance the customer experience, tweak your sales pitch, or streamline follow-ups. Once you’ve gained confidence, think bigger. Try new ideas without seeking constant validation. The worst that can happen? You’ll learn what doesn’t work and move on to the next idea.

3.) Fear of Change: Embracing Your Role as a Leader

One of the biggest challenges in auto sales is the fear of change. Whether you’re in a sales role, management, or somewhere in between, there’s always an unspoken pressure to keep things the same, especially if the current methods are producing decent results. But here’s the thing: you weren’t hired to maintain the status quo. You were hired to improve it.

Many people fall into the trap of thinking, “If I don’t rock the boat, I’ll stay safe.” But playing it safe is rarely the path to advancement. If you aren’t actively looking for ways to improve the business, your role, or your team, you’re not doing your job to its full potential. And if you’re in a leadership position, it’s even more critical. Leaders are hired to make decisions, drive change, and continuously improve their team’s performance.

You don’t have to make sweeping changes overnight. But you do need to consistently identify areas for improvement and have the courage to advocate for those changes. And yes, it’s uncomfortable. Yes, it might ruffle feathers. But that’s exactly what leadership is about—pushing through resistance to drive better results.

Actionable Tip: Identify one area in your dealership that could be improved, whether it’s a process, a sales strategy, or a customer service approach. Don’t wait for someone else to make the first move—take ownership of it. Talk to your manager, present your ideas, and be willing to lead the change.

Conclusion: Turning Your Stalled Career Around

If your auto sales career feels like it’s hit a wall, it’s time to reflect on what’s holding you back. Laziness, lack of creativity, and fear of change are common roadblocks, but they’re also within your control to overcome. By committing to self-improvement, embracing creative risks, and stepping up as a leader, you can reignite your career and unlock new opportunities.

Remember, the auto sales industry is ever-evolving, and so should you. Challenge yourself, push your limits, and never settle for less than your full potential.

Think This Could Help? Share the Article Now

CUSTOM JAVASCRIPT / HTML

Philip Cheatham

Philip Cheatham – With over 20 years of experience in the automotive industry, Philip Cheatham has become a leading force in dealership success and profitability. His career began with 12 years in Finance & Insurance (F&I) within dealerships, followed by 5 years in upper management roles from Sales Manager to General Manager.

For the past 5 years, Philip has dedicated himself to training F&I professionals and sales desks across dozens of dealerships, implementing proven sales processes that increase monthly income by six figures per 100 units on average. His hands-on approach includes working directly with customers—from deal structuring at the desk to closing on the floor and in F&I—and collaborating closely with General Managers and management teams to ensure effective, sustainable process implementation.

Philip is the author of Dealership Process Secrets and Slow Them Down: The F&I Master Notes and is the visionary behind Central Desking’s cutting-edge follow-up software and desk log system. As the creator of Finance Servant, the most comprehensive online F&I training program, Philip continues to elevate industry standards with his intense, practical training methods.

Follow Us to Stay Updated

CUSTOM JAVASCRIPT / HTML
TERMS & CONDITIONS | PRIVACY POLICY | CONTACT 
 Podcast | Blog | Books | Finance Servant  
© Copyright 2024 Central Desking