Symphonic Management

Have you ever noticed symphonic conductors are the only ones not making a sound? During a performance, conductors manage by miming; through facial expressions and hand gesturing, they guide the musicians through a performance. Like a coach, a conductor is unable to offer instruction during a performance; he has to rely on thorough preparation and evaluation-prepare the performance; evaluate the results.

Conductors don’t just show up for a performance; why do we? As a manager we cannot perform the, “Win one for the Gipper,” speech every morning; nor can we chant, “Sell a car, save your job!” If you owned your own fully stocked Home Depot you would complain that you didn’t have enough materials to build a house? Why do managers insist they don’t have anything to talk about each morning? Thanks to forums like Dealer Elite (dE) (no plug intended) and a ga-billion blogs, tweets, and podcasts there are tons of no-cost materials out there in order to conduct a well thought out meeting. Those who have started online forums and blogs spend huge amounts of time and effort putting the final touches on what they wish to share to those who care. Why not use what is available? I’ve always said, tools work better when the toolbox is opened. Just as athletes review game film, conductors listen to their completed performance, so too must a manager review a sales person’s efforts. Tracking demos, write-ups, sold, and delivery percentages are methods of evaluating a sales person’s performance. You cannot inspect what you don’t expect. Using real data will hold your salespeople accountable for their actions; when they become accountable, they become more profitable.

Coaching is not done during a performance; that is called conducting. Your conducting is the result of your coaching. See you on the BlackTop!

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Comment by Marsh Buice on June 9, 2011 at 1:14pm: LOL, now that's funny, I can imagine-they prob thought you were a statue...lol

Comment by Stephanie Young on June 9, 2011 at 1:09pm: I like vertically enhanced as I find it an advantage....especially in a crowd. LOL You should have seen me in Japan. It was kind of funny, especially on crowded commuter trains.

Comment by Marsh Buice on June 9, 2011 at 12:47pm: I think kids are the best s/p; I agree with you. You and I are "vertically challenged"

Comment by Stephanie Young on June 9, 2011 at 12:18pm: @Marsh: There you go again making me laugh out loud and forcing the admin outside my office to wonder what I am up to. LOL Who needs hair when you are 6'3. I like to tell people who make the obvious comment about my height that the air up here really is better. You could just tell them that you are maximized for full sun absorption. LOL Seriously though, I like your comment. Age is not a sign of wisdom or the right to be right. Even my 11 year old nephew has enlighten me.

Comment by Marsh Buice on June 9, 2011 at 12:09pm: @Stephanie Stephanie I appreciate your words-made my day :) Where I can help I want to, but you are right, there are alot in this industry that think the time they have been doing this is a badge-it's what they have learned and are learning from this time that matter. I had a s/m work for me and everytime he got angry, he would say, Marsh I am 48 years old-finally I had enough and said, '...and you work for me." I dont care how long or short anyone has been in this business, the question is, are you relevant and effective and caring at what you do. I can learn from a new hire novice s/p all the way to a dealer- it's called insight :) and I value all of it.

*I applied for the Just for Men hair club, but never got a call back :( Guess I keep selling cars lol

Comment by Stephanie Young on June 9, 2011 at 11:59am: @Joe: Thank you for the insight. I am still puzzled when I see someone refuse help. I still might be considered a youngster in this industry, but a quick learn for me....there is no one trick, easy button or a quick fix for success. I am certainly not afraid to ask for help or advice. I am where I am today because I came from the deeds of some amazing mentors. I continue down this path with the aid of my peers.

@Marsh: As a fellow vertically enhanced individual, let me say your personality matches your stature! I find myself looking forward your words as I tend to find something to take away from the interaction and employ in my own career. Your humility and honesty are so refreshing. If there was a "poster kid" for automotive sales managers, you would have my vote!!!! Or maybe we need a wanted poster featuring you....Wanted: Sales Managers that exemplify the qualities of this guy.

Comment by Marsh Buice on June 9, 2011 at 11:25am: @Joe Thanks Joe, still learning :) Dealers want the "one thing" to increase more sales; a one trick pony will get you a good month; a good culture will make you a great career. I couldn't agree with you more Joe!

Comment by Joe Clementi on June 9, 2011 at 11:17am: @Stephanie: Most of the time, the dealers who refuse to see the light are the ones you don't want to help anyway. They always know more than you - or at least they think they do. Dealers get motivated by competition and so when they see one of their peers doing very well (say in a 20-group setting) they'll want to know what's being done differently. People like Marsh who are motivated to move forward get the idea.

@Marsh: Congratulations on you metamorphosis! Very few manager's ever get it!

Comment by Marsh Buice on June 9, 2011 at 10:51am: @ Joe @ Stephanie thanks for the comments.I have had to learn over the years, to put it mildly @ 6'3" I used my size to intimidate my salespeople and realized I was not building a team I was building a tyranny. Many call it softening up; I call it caring and respect. People will work for you by title; they will follow you by leading. I am learning to lead everyday.

@Bobby @all; If we can reach one out there maybe we can spark something. I know I look fwd to what you all post everyday; I learn so much by reading it and then sharing with my crew.

Comment by Stephanie Young on June 9, 2011 at 9:36am: @Joe: Clearly a statement for those who need this information the most-"It's a shame other dealers, managers and "leaders' will never read this post. Now we know why :)". I wish I knew a way to help the horse that is lead to the water to drink. Ideas?