3. The Right Management – Doesn’t success start at the top and filter down? The right management is vital to a dealerships long term success. There are three modes to building a team of champions. The first mode is called the start process, and that’s when you bring a team of people together. The second mode is when your teams stays together over time. That’s called progress. The third mode is the most important of the three, and it’s when your team works together. That’s called success! If you have constant turnover with your management team, you will always be in the start mode. Salespeople don’t like that. There isn’t any continuity, and momentum comes to a halt. Management needs to be trained, just like your salespeople. We often forget that most sales managers were good at selling, and then we bumped them up into management without realizing that they need to be trained on how to manage people. If your managers don’t have the skills to lead, coach and direct your team, too often they will make up excuses why sales and gross are down. It’s because they quit on their people. So then your sales people quit on their managers. People don’t quit dealerships, people quit people. Leadership starts at the top. Why do you think they put the word lead in front of leadership? Great management skills start with building a team of champions. It’s hiring the right people and then training them on your policies, procedures and processes. The benefit of this will be a positive attitude amongst the team, along with managers being able to do what they do best: coach and manage. The only two things you can do to help your team succeed are manage their attitude and activities. Hire the right people, then train, track and set goals for them based on realistic objectives.
4. Rewards – Do you have a current reward program that rewards your team personally and professionally? Sales people have huge egos, and everyone needs to be praised at some time. Praise goes a long way; money only last’s until it is gone, which is very quickly. Come up with an end of the month sales meeting where you have all the sales team and management meet to go over the numbers. Give out rewards such as certificates for your teams’ performance. Even if the new person sells eight this month and that is their best month, they get a certificate. Come up with a winners circle that is based on performance. Give a three-day trip away to your most consistent sales person who has been at the top of the board for the last 90 days. Cash is gone in moments, a memory will last a lifetime. Another great idea is to come up with a company newsletter that has success stories of all the departments in your dealership. Your goal is to promote a winning environment for your team. This will create momentum and synergy, which will lead to increased productivity from all of your departments. Isn’t that why people work at your dealership.