Sales department? Isn't unapplied time a measurement of service department productivity? Who ever heard of unapplied time in the sales department? Maybe those of us in the sales departments can learn a few lessons from how the service shop operates.
One of the most frustrating things for people like us working in automotive training and dealer staff development is the inertia we encounter with long held beliefs. Many dealer principals and staff in our industry are resistant to or have an inability to accept change. These changes can be happening with markets, customer expectations, or technology. Too often it takes a radical loss of volume, profitability, or client retention before a dealership hurts bad enough to make needed changes.