Many dealerships have an unhealthy addiction to silver bullets, contests, quick fixes and an array of flavors of the month in an attempt to improve behaviors. These efforts range from the monthly spiff on demos or write-ups, to weekend “slasher sales”, to “we’re firing the bottom guy on the board this month”, to the latest twenty-group best-idea bandwagon, and the like. While versions of the aforementioned examples can play a role in bringing a short-term burst of adrenaline, or a…Continue
“I know I should probably get rid of the guy, but he’s been with me twenty-five years; he’s loyal.”
If you’ve ever managed to whine out a lame version of this “he’s loyal” rationalization to justify your defense of mediocrity roll this publication up, hand it to the nearest person and ask them to smack you in the head with it. Frankly, if you dare fathom the perpetual cost and misery that accompanies keeping a “loyal’ non-performer you’d agree a simple whack on the head is…Continue
Our business is filled with common complaints, cop outs, clichés, conventional wisdom, and excuses that will keep you average if you buy into them. As you read over the following list determine how many you have heard, said, or bought into. Then consider the reality rebuttal, offered with the intent to create a healthier perspective on each issue.
1. There’s a shortage of talented people in my area.
Reality rebuttal: It’s…Continue
Successful businesses are so common today in most industries that it’s easy for them to become complacent just because you’re “making money” or doing better than last year. Because of their ubiquity, successful companies have come to bore me. They’re certainly the rule rather than the exception, and most are so content with how they’re doing they spend a lot more time talking about becoming great or getting to the next level than they do taking the action necessary to make it…Continue