In this episode of Curve Ahead, I sit down with Matt Uber, Chief Development Officer at Worldwide BDC, who shares invaluable insights about success in automotive sales, team building, and the evolving landscape of the industry. From his early days in collections to leading large sales organizations, his journey offers crucial lessons for both newcomers and veterans in the field.
The Foundation: Pitch, Pace, and Attitude
“Success in sales typically always comes down to three things,” Matt explains. “It comes down to pitch, pace, and your attitude.” This fundamental philosophy has guided his approach to both personal success and team development throughout his career.
Breaking Down the Three Pillars:
- Pitch: The words and messaging you use
- Easily learnable through scripts and practice
- Essential for consistent customer communication
- Foundation for overcoming objections
- Pace: The volume and rhythm of your work
- Focus on controllable metrics
- Understanding and optimizing customer interactions
- Maintaining consistent activity levels
- Attitude: The cornerstone of success
- Mental preparation and resilience
- Maintaining confidence through challenges
- Building momentum from both successes and setbacks
Building Success Through Systems
Matt emphasizes the importance of systematic approaches to sales and team management. “I systemize everything,” he states, drawing parallels to successful sports coaches who create frameworks that elevate entire teams, not just star players.
Key System Components:
- Metrics Tracking: Understanding call volumes, conversion rates, and sales cycles
- Performance Analysis: Identifying areas for improvement through data
- Coaching Framework: Structured approach to developing team members
- Accountability Measures: Clear expectations and follow-through
The Evolution of Automotive Retail
The conversation reveals fascinating insights about the industry’s transformation, particularly since 2020. Matt identifies several key trends:
- Increasing consolidation of dealership groups
- Shift toward digital retail experiences
- Changes in consumer behavior and expectations
- Evolution of BDC (Business Development Center) roles
Advice for Emerging Sales Professionals
Drawing from his experience, Matt offers three crucial pieces of advice for those building their sales careers:
- Find a Mentor: “Find somebody who’s walked in your shoes that you trust, can show you the path. Far better than making your own path.”
- Continuous Learning: Embrace ongoing education through various mediums – audiobooks, podcasts, and practical experience.
- Focus on Health: “Your physical health will translate to your mental health, and your mental health will translate to success.”
The Future of Sales Leadership
Modern sales leadership requires a delicate balance of:
- Building trust through transparency
- Leading by example
- Understanding individual team member needs
- Creating sustainable growth systems
Investing in Long-term Success
Perhaps Matt’s most impactful advice centers on career development: “Focus less on making money in your first ten years of your career. Focus more on adding skills, building your resume, building your network.”
Career Investment Priorities:
- Skill Development
- Network Building
- Experience Gathering
- Personal Growth
- Professional Relationships
Conclusion
The interview highlights how success in automotive sales – and sales in general – comes from a combination of systematic approaches, personal development, and the right mindset. As the industry continues to evolve, these fundamental principles remain crucial for both individual contributors and leaders.