New sales chief wants to break GM’s bad habits

Posted on Monday, November 2nd, 2009 at 1:53 PM EST.

Just two weeks into her new role as General Motors Co.’s vice president of U.S. sales, Susan Docherty plans to break some of GM’s bad sales habits, the Automotive News reported.

For instance, GM still splurges on incentives—about $4,000 per vehicle, she says. Docherty wants GM to manage production to match supply and demand, the trade paper said. Also on her wish list: boost residual values, avoid overly generous leasing and win higher ratings for GM vehicles from influential Consumer Reports magazine, the Automotive News said.

The challenges are huge, but she joins other GM executives, including CEO Fritz Henderson, in asserting that the automaker’s wrenching bankruptcy changed its slow-moving culture, the paper said. Docherty replaced Mark LaNeve as head of GM sales on Oct. 16, the story said. (Automotive News)

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