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
After decades of working in, and consulting with, the marketplace I’ve become convinced that the vast majority of people who miss their potential are not lazy; they are unfocused. Many put their hearts and energies into building a great career, business and life, yet never rise above mediocrity. Others become wildly successful, but still fall far short of what they could have accomplished had they focused their time, energy, talents and resources more intensely on a daily…Continue
Ultimately, we all are measured by results. However, results alone can be a misleading indicator for how effective a manager is in his or her role. For instance, while speaking recently in the UK, I cautioned that the fact they have the fastest growing economy in the western world, and are having their best automotive retail sales year since 2005, is very possibly disguising the stench of mediocre management within aspects of their operations. Hot economies, popular products and favorable…Continue
Leaders err when they believe someone should follow them simply because they’re the boss; because they have a leadership title. Yes, people will comply with this sort of “I’m the boss” leadership to keep their paycheck and job, but they only commit to leaders worth following. If you are a positional leader who is hung up on a title, here is a humbling perspective:
One of the most helpful lessons I’ve learned, applied and taught clients concerning developing others is this: I can help make you more of what you are, but I can’t make you something you’re not. There are key and critical success factors you cannot change about others; nor can you teach them to others. If you have people on your team lacking these traits the time, training, and motivational efforts you…Continue
At a Fortune business conference in 2003 a moderator asked Indra Nooyi, now Chairperson and CEO of PepsiCo: “As a leader, what keeps you awake at night?”
Without a second’s pause Nooyi replied, “Retaining my talent.”
Any leader wishing to measurably grow their organization is wise to list the same concern at the top of their list. Following are ten tips to retain talent;…Continue
Added by Dave Anderson on April 15, 2014 at 1:26pm — No Comments
For twelve years I’ve taught a three-day Strategy Summit in the 4th quarter to help clients prepare for the upcoming year. The format is simple:
The first day covers how to create a compelling vision that unites and inspires the team for the upcoming year.
Day two covers strategies to reach the vision. I present dozens of sample strategies and teach implementation principles to ensure they succeed.
Dead weight is defined by online dictionaries as: “a person who makes no contribution; a useless, usually burdensome factor.” In the workplace dead weight comes in many forms. Here are a few of the most common examples:
1. A team member who may produce the numbers, but doesn’t live your core values.
2. An incompetent team member.
3. An unproductive team member.
4. An overpaid team member, whose compensation far exceeds the worth…Continue
In Dr. Henry Cloud’s book, Necessary Endings, he stresses the necessity of pruning to create a healthier business. Pruning is a proactive process that allows an organization to reach its fullest potential.
In the dictionary, pruning is defined as: a function of cutting away to reduce the extent or reach of something by taking away unwanted or superfluous parts. I’ve long liked the concept of pruning as it allows leaders to leverage strengths and narrow focus on the…Continue
The dictionary defines catalyst as “a person or thing that makes something happen.” Rarely is it that such an economy of words so accurately describes the expected role of any dealership leader on a day-in, day-out basis. The bottom line is this: leaders get paid to make things happen both personally, and through each team member. No high-value leader goes to work each day to wait for something to happen, or to watch it happen, and then wonder…Continue
In my Up Your Business 2.0 Super Leadership Workshop I give attendees strong cultural words to weave into their dealership and weak cultural words to weed out. At the end of the two days, everyone leaves with the mindset and vocabulary necessary to build a higher performance culture in their business.
Evaluate your own culture as you read over the partial list of strong vs. weak cultural words I’ve excerpted from the workshop and am presenting below. As you do, keep the…Continue
One of the most persistent questions leaders ask me at seminars is, “How and where do I find great people?” The most obvious, but overlooked, answer to this question is to start with those you have. If you haven’t done what is necessary to develop the people already on your team it’s irresponsible to dismiss their potential, discard them, hire new people and then subject them to the same abuse. Following is a ten-point checklist to ensure you’re doing what is necessary…Continue
One of the best things about leadership principles is their wide applicability. You can find beneficial leadership life-lessons in sports, business, politics and throughout history. These maxims can be adapted to your personal life, home, church or enterprise. In my new Become a Category of One in-house workshop, I use Vince Lombardi’s success with the Green Bay Packers as a case study in how not to just become the best in your business category, but to create a different…Continue
A common mistake leaders make when hiring is bringing someone on board because they like him or her. While liking a potential team member is certainly a plus, it is not an accurate indicator of character, competence or team chemistry. In fact, most of us have seen employees who were once likeable become far less so as we discovered weaknesses through performance we should have uncovered during the interview process. Hiring experts have long estimated that the number one cause of hiring…Continue
In 1965, Pete Townshend of the British rock group, The Who, wrote the blockbuster hit My Generation. The song was later named the 11th greatest song by Rolling Stone of the 500 Greatest Songs of All Time. Townshend reportedly wrote the song on a train and is said to have been inspired by the Queen Mother, who is alleged to have had Townshend’s 1935 Packard hearse towed off a street because she was offended by the sight of it during her daily drive through the…Continue
As one year winds down and another begins soon it’s helpful to fine-tune your leadership skills to prepare for the challenges and opportunities ahead. After all, your personal levels of focus, hunger, and sense of urgency will set the pace for your team. Perhaps nothing goes as far to either elevate or degrade your leadership credibility than does your responses to the various situations, problems, and “little” people issues you encounter each day. Following are fourteen everyday realities…Continue
While managing sales people I would occasionally hear a complaint from team members that sounded like this:
We’re going to train on the steps to the sale again? This is getting redundant!
While helping to run a six-dealership group, I would occasionally hear a complaint from members of the management team that expressed the following:
Our training this month is on how to hire and interview…again? This is getting redundant.