Sometimes you have to get rid of a bad apple. This article is an oldie, but goodie from our archives.

-by Sally Whitesell for AutoSuccess Magazine.

Terminating someone is never pleasant and not to be taken lightly. As a former service manager I only had to fire one service advisor -and I did not make that decision lightly. However, in most cases it is the employee’s choice to get fired. What do I mean? Certainly it’s the manager’s responsibility to train employees and develop processes. But anyone with experience in training will tell you that some people refuse to follow processes, try new things and step outside of their comfort zone. Employees often resist change because they think their way is best, they have of the fear of failure, or they just don’t care enough about their performance to make the effort. It is their choice!

If you analyze the limitations that come from such attitudes this becomes apparent: These people are deciding how profitable your service department is going to be.

When you invest in training, tools and processes for your store, you can’t allow one person to ignore your efforts and goals for the department. They will lead everyone else to believe that participation is optional. In a manner of speaking, they just fired you as a teacher, decision maker and a leader in front of all of the other advisors. This attitude spreads like a virus. When this happens, the advisors are the ones running the drive, and therefore they will be the ones who decide how much money you will make. We can only hope they’ll choose good processes, but usually they choose based on their individual comfort zones. They are running their own business within your business, which causes confusion to your customers and lost revenue for the department.

Whenever any employee is allowed to ignore company policies and mandatory processes your authority as a leader is diminished to the point of being completely ineffective. This means any investment you have made in training is wasted.

In order to implement training and start new processes that have been proven to generate profits, it has to be all or nothing. There are a few important steps that are imperative to getting desirable results.

  1. Hold a kick-off meeting letting everyone know that you are investing in each of them individually and as a team. This will be received much better than an abrupt change.
  2. Offer the training and tools needed for them to follow your processes in a professional manner while meeting your standards. Remember, one of the reasons people avoid change is because of fear. By providing ongoing training, role-plays and encouragement, we can check that one off of the list and instill confidence.
  3. Create a detailed document that clearly outlines processes and minimum standards. This will eliminate any confusion regarding your expectations and your HR department will appreciate this if disputes come up or termination is necessary.
  4. Review the document with each advisor in a positive meeting. Explain why you have chosen your processes and how it will benefit everyone in the department. Answer questions and do the math regarding the increases they can expect with a full effort.
  5. Outline the consequences of not following the processes or meeting your standards for the position. Processes without standards and consequences will not be followed and your advisors will go back to business as usual.
  6. Require a signature to validate that the document has been reviewed and your employee understands and agrees to follow your processes.
  7. Enforce the consequences immediately when needed and offer more coaching and training to insure it doesn’t happen again.
  8. Hold performance reviews often to praise achievements and discuss challenges. Never make your advisors try to guess where they stand. Your entire team needs to either feel appreciated or understand the work that is needed to continue to earn their position with your company.

Now are you ready to take charge of your department’s growth and be personally responsible for overseeing that your procedures are followed on your drive? Our goal is always to develop new talent but if you have one bad apple, you know what to do. As Benjamin Franklin said, “The rotten apple spoils his companion.” Sometimes letting that apple/advisor go will open the door to new growth for the rest of your team.

cc flickr photo by Richard Giles

Sally Whitesell is President of sw Service Solutions, which offers in-store training nationwide and Fixed Ops University; engaging online training for managers and service advisors. Sally brings over 21 years of on-the-drive experience to her training, seminars and books, which include her highly sought after “What Drives Women?” program and her book, “Words That Sell Service.” And new for 2019: the ultimate sales tool: the sw Service Solutions Maximizing Menu.

Views: 79

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Latest Activity

Dane Saville posted a blog post

Stimulate More Interest in Your New and Used Cars | KPI Cafe Season 3 Bonus 2

Host Dane Saville dives into the details for creating diverse new and used car campaigns for your…See More
10 hours ago
Bill Wittenmyer posted a video

#WittsWiseWords - Don't Be a Seatbelt Manager

Instead of staying tethered to your cushy swivel chair, Bill Wittenmyer encourages managers to make it a point to wander a bit throughout the day to spot iss...
12 hours ago
Michael Trasatti posted a video

Why Do Video Blogs?

Mike Trasatti shares why video blogs are an important asset.
12 hours ago
Dane Saville posted a blog post

How Your Dealership Can Have Social Media Mania, Brother! | KPI Cafe Season 3 Episode 3

Host Dane Saville conjures up the power of Hulkamania to talk about a remarkable paid social media…See More
Friday
Scot Eisenfelder posted a video

CarMax is winning by Playing Moneyball

Scot Eisenfelder explains how CarMax enjoys tremendous market value by levering its data in every single operation.
Friday
Jim Flint posted a blog post
Friday
Mike theCarGuy Correra posted a video

Can New Technology Make A Dealership Less Efficient?

Mike Correra shares how dealerships can adopt new technology more efficiently.
Friday
Richard Keeney posted a blog post
Thursday
Damian Boudreaux posted blog posts
Thursday
Lehel Reeves posted a video

3 Types of Video that Lead to Increased Lead Conversion

Lehel Reeves shares three types of video responses to send to your customers that can increase show rate and lead conversions.
Thursday
Rob Gehring posted a blog post
Wednesday
Bill Wittenmyer posted a video

#WittsWiseWords: You Can Still Be The "Go-To Person" for Digital Retail

Digital retail opens new possibilities and responsibilities for engaging with today's connected car shopper. As Bill Wittenmyer explains, being the "Go-To" p...
Wednesday
Adam Swanson posted a blog post
Dec 3
Scot Eisenfelder posted a blog post

Auto Groups Overlook $230K Per Store in Used-Car Service Opportunities [PRESS RELEASE]

Study reveals that auto groups could significantly increase customer pay revenue by marketing to…See More
Dec 3
Reynalda Lor posted a discussion

Need Suggestion About Tesla 3 Floor Mats

Greetings!We recently got a bunch of Tesla Model 3 vehicles via a private dealing with the sellers…See More
Dec 2
Timmy D. James posted a blog post

Flick Fusion Introduces Dynamic Marketing Videos (DMVs) for Auto Dealers

New platform offers cost-effective, fast solution for creating videos that promote auto…See More
Dec 2
Mike Esposito posted a blog post

Auto/Mate Integrates Dealership Management System (DMS) with Storm Kiosks Inc.’s Express Service Kiosks

Albany, N.Y. – December 2, 2019 – Auto/Mate Dealership Systems announced today it has successfully…See More
Dec 2
Aadam Alford posted a blog post
Dec 2

Get Newsletter

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service