Who failed who?
Well it is the first of the year again and there is the normal flood of help wanted ads for GM’s and GSM’s and recruiters looking the next big thing for the same for dealers year after year across the country. The sad thing is that is normally it is the same dealers or dealer groups that are always looking for that certain man or woman that can provide that instant growth and spark that they ( the dealer) has been looking for all of their life. The first question that a dealer or CEO of a dealer group should ask themselves is this. Who failed who? Did the people you have hired year and after year and you fired them all, did they fail you or did you fail them?
Now I am sure a dealer or CEO is asking, How could I have failed them? Well there are a few answers to that question. You could be looking for an unusually high market share growth that is just not there in your market? You could be demanding that someone take your ideas and methods and processes and use them no matter what and you refuse to evaluate if your processes and methods are the problem.
I use the example of a dealer that has hired and fired three or four GSM’s or GM’s in a three year period. Well you have to ask yourself, is my hiring process flawed?, am I hiring because they are willing to work cheaper than a person that can produce results? Or am I am not working enough with them to help them grown into my business plan? I believe that it is impossible to hire three or four bad employees in a row for the same position unless your hiring process is flawed.
Over the years I have went into these type dealerships and the story is always the same. The dealer listens to a group of sales people that have been there for years, yet the dealer would never promote them as a manager, yet he takes their advice to fire a good manager. Now you have to admit that is not the best business plan at all.
My advice to dealers is simple, before you make a drastic move to fire a GM or GSM because sales person of the month Billy Bob thinks the GM is mean and doesn’t understand that Billy Bob is the main man around town, you might want to let Billy Bob go sell somewhere else for a while and see how fast he comes back looking for his job back.
When you hire a GM or GSM it takes at least a year for him or her to feel at home and feel like a part of the future of the dealership. So before you make that change again for the 5th or 6th time, sit down and ask yourself, who failed who?