You have heard all of them:

A person with no goals is like a ship without a rudder!

A person without goals has no reason to try again and again!

There are hundreds of them.

When you hire an employee, the most important thing is to find out if their goals are in line with the Dealership's or your goals.

Example:  You want a salesperson to sell a minimum of 10 vehicles and make a minimum of $50,000 per year.  The Salesperson was either unemployed or making close to minimum wage and they come and and make $30,000 a year, just by taking ups and letting the Managers close the deals.  They are extremely happy at $30,000, but the Managers want them to make $50,000.  If the employee doesn't need to make more than $30,000 a year, he will become a yes person that will say and do anything to keep their $30,000 a year job.  They are not motivated to do the things that will make them more money. They become the best on-time, go get coffee and do anything salesperson in the dealership.  They are what is called the bottom third!

They exist, because it is extremely hard to replace them and the top Third sell enough vehicles to compensate for their lack of sales.

You must find out what your employee's goals are and them help them to obtain them and in turn they will help you attain yours.

The last thing you want are people in your dealership that are getting paid to attain your goals.  It doesn't work and it won't last for very long.

That is why it is very important to have minimum standards that employees have to agree to when they are hired.  If the minimum standards are in line with the employee's goals, you may have a good chance of producing a long term employee and start reducing your turnover.

Jim Fisher


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