1. Does the technology help you achieve your vision, or is it just another trend or fad? Technology should enhance and accelerate your business momentum, not cause the momentum.
2. All the competing dealerships have access to the same technologies, but not the same environments in which to apply them. Does your culture support innovative new ideas?
3. Impulsive acts waste time and money. If something doesn’t fit your plan, don’t acquire it.
4. Assemble the right people first; then, build your technologies around them. Strong people can make a mediocre system look great.
In Jim Collins’ book Good to Great, 80 percent of company executives interviewed did not include technology as one of the top five keys to their success. Collins learned that the great companies all had at least these three things in place: 1) a clear vision, 2) the right people and 3) dynamic leadership to inspire and remove any obstacles.
Sometimes, buying the new technology seems to be an answer, when all you really need to do is change a few habits, attitudes, beliefs and expectations toward high performance. Don’t settle for mediocrity, and don’t expect mediocrity to disappear because you invest thousands of dollars on new technology.
More often than not, selling more cars is about doing the things that no one else likes to like do, like calling people back or setting very specific daily targets and never compromising. Practice doing those little things (the right things) you used to do when you first got into the car business. When you first started in the business, you probably had an underlying attitude to do whatever it took to be successful. Don’t be so prideful that you won’t practice the basics. What is excepted behavior for your business? It is difficult to change others’ behavior unless they want change, and technology won’t change behavior; it has to be a choice.
Technology is a great tool, just like exercise equipment. When used properly with the right techniques and the right people, great results can happen.
Vol 5, Issue 9