Average is a term I think is often overused.  Average income, average performance, average height, age, etc.  But, when it comes to sales performance, what does average really mean.  For some it means the worst of the best.  For others, it's the best of the worst.  I'm from Jersey.  For me it's the "Cream of the Crap."  Average for me is doing just enough to stay out of trouble and under the radar.  And, if you are perfectly happy, there is nothing illegal about that.  However, you give up…

Mark Tewart's “High Performance Management Workshop”

When:   Monday, September 19^th and Tuesday, September 20th

Where:   Hilton Cincinnati Netherland Plaza (35 West Fifth St.)  Cincinnati OH

Times:      8:30 - 4:30 Wednesday…

Whether you're on the road like I am, or working in a showroom, you have to produce.  At the end of the month, the results fall squarely on your shoulders.  But, if you believe that you have to do it all in order to reach those goals, you'll never get there.  Clawing your way to the top is never very effective.  But, being carried to the top is not only a better way to travel, it's a faster means to an…

Today we live in an instant society.  We want instant answers to all of our problems, concerns, career moves, etc.  Thanks to the Internet, a lot of information can be instantly in front of us.  Because of ATMs, we have access to our money - "Instantly."  And, too many of your customers are in a bad way because of instant gratification.…

     If you had to pick a group of favorite failings, you’d be hard pressed to keep the list small.  Failing is generally what precedes massive success.  In fact, its’ difficult to name a significant invention, person, or other creation, without discussing the failing that occurred right up to the moment of success.

     However, in an attempt to share with all of you, the importance of risk, and the necessity of failing, I present my favorites.  These are my top five from…

I'm a baseball man.  I could give up watching all other sports if the season went all year round.  It's a great sport to watch because on any day, someone could literally come out of nowhere and change the season.  As a Lifetime Yankee fan, being around when Bucky "Bleepin'" Dent took the Yanks past Boston to win another series was incredibly satisying.  Seeing it again with Aaron Boone two decades later brought back those same feelings.  Yet, neither one of them will ever be considered for…

At The Dealer Resource Group our goal is to provide the highest level of service to our dealer clients.  Our 21st Century Selling System(c) teaches ethical sales skills for the curent market.  Our goal is to lead by example, practice what we preach, and really walk the walk.  Doing so often attracts the best of the best.  This announcement is just that.

Here are our newest additions to the DRG Team:

Gene Diehm

Gene Diehm has been…

Training.  It's an important element to any successful department.  While it's my livelihood now, when I was managing dealerships, I think I missed a lot of opportunities to be a better trainer.  Standing in front of a room for an hour or less delivering a technique or other instruction, just didn't create the improvement I was looking for.  Later in my career, many managers confirmed that belief with their own experience.  While multi-day training programs, with notebooks and class…

Price cutting is a self-inflicted wound. Nobody holds a gun to your head and makes you cut your price. I know that many of you are thinking right now: "There is so much competition today that you can't maintain profits," "Everybody is giving everything away," "The salespeople can't negotiate," and "Everybody knows our pricing from the Internet..." Blah, Blah, Blah. Stop whining about price!

Only about ten percent of buyers buy on price alone. For that ten percent, you can…

When salespeople get to work in the morning, what's their goal for the day?  As managers plan the week or the month, what outcome are they focusing on?  When dealers set their sites on year end, what do they see? Usually, in each case, whatever it is, it's not enough.  Sales people want a sale, or a commission.  Managers focus on total volume or gross.  And dealers see that they ended up above water. 

Unfortunately, with visions like that, even if you accomplish what you set…

John Miller | John Christopher Miller

Currently resides in Easley South Carolina

Internet Director for Bradshaw Automotive Greenville South Carolina Dealerships

 …

Thanks for your intuitive and sincere response. Its interesting the things you said.

As the Internet Director of a department that has three dealerships to deal with, I have my hands full.

I have a staff of three, including myself. All over the internet there are consultant types who would have us believe that they know the answer to: "How do we run an automotive internet department?" They would have us believe that for a fee, they can take all the things we have learned about…

We've all seen ads looking for sales pros.  Dealer web sites invite us to meet their "professional" staff.  Customers all want to be handled "professionally."  Yet, there is still a perception that having a real professional staff is a matter of luck or just playing the numbers game in hiring.  However, luck has nothing to do with professionalism.  Like everything else we've talked about, it's a choice.  But, it's a choice that can be influenced.

First, to determine what is…

While training a group of experienced sales people, I posed a question.  "How much do you want to earn this year?"  I thought this was a direct question.  Simple and to the point.  I was amazed at the answers (which turned into stories) from these seasoned veterans.  Some complained about higher taxes.  Others were already adjusting their goals (downward of course) because they weren't on track.  But, they all had one thing in common.  It was someone else's fault that they weren't going to…

Where you are at this very moment is exactly where you chose to be.

The first time I heard that statement, I was having the worst month ever.  I looked at the person who said that, like they had two heads.  My response, less than kind, was, "Are you seriously telling me that somehow I decided to go broke and have a really bad month?  Is that what you're saying?"  He didn't even bat an eye.  "Yes," he continued, "And I can prove it."

He proceeded by asking me…

It's Monday morning and I'm getting ready for a new adventure.  While I'll still be working with dealers to help them staff up and train, I'll be responsible for marketing and delivering on my own.  With the market still not where it needs to be and many dealers believing they still do everything right, this is a scary endeavor.  How can one possibly compete  with companies that have been around for a while?  How can a "new kid" (even as old as I am), possibly go up against the old…

Let’s face it, every dealership is looking for short cuts to help manage Social Media more efficiently and effectively.  One option is to outsource your dealership’s Social Media to someone who can take care of certain tasks for you.  Social Media still requires your participation and any task that doesn’t…