It’s not enough to create the vision; you have to sell it. Selling the vision isn’t something that happens once and BAM it’s sold. Instead, a leader finds that he or she is constantly selling and reselling the vision. This takes energy and commitment, as few people will immediately buy into a radical vision, however some will join the show much more slowly. The leader takes every opportunity and will use whatever works to convince others to own the vision.
In order to create followers, the leader has to be very careful in creating trust. The personal integrity of the leader is a critical part of the package they are selling. In effect, they are selling themselves as well as the vision.
Defining the details
To adapt and thrive in the ever-changing automotive industry, the leader is constantly seeking the details to achieve the vision. Some leaders know the way and simply want others to follow them. Others do not have a ready strategy, but will happily lead the exploration of possible routes to success in bringing the vision to life. The details may not be obvious or plotted, but with a
clear vision, the direction will always be known.
Leading the change
The final stage is to remain up-front and central during the action. Leaders are always visible. They show by their attitudes and actions how everyone else should behave. They also make continued efforts to motivate and rally their followers.
It is their unswerving commitment as much as anything else that keeps people going, particularly through the darker times when some may question whether the vision can ever be achieved. The leader seeks to infect their followers again and again with a high level of commitment to the vision.
One of our goals is to help dealers clarify their vision, sell it to those around them and create a tactical plan to move the dealership forward. We leave it to them to lead the charge and as a result, they find themselves selling more cars, making more money and having more fun while the competition is left in the dust.