Many dealers have discovered that static lead forms and calls-to-action aren’t working to meet their needs anymore. LEARN MORE
A while ago I was privileged to be involved in a podcast Larry Bruce had organized. On the call were some of what I consider to be the best of the best in our industry. (I was there to observe and learn.) During the conversation Larry said something to me that resonated, “I’d like to find the person who came up with the term Desk Manager and punch em in the face.” Of course we all laughed, but then a week or so later Jeff Kershner sends me an e-mail of the top posts of 2011 on his site DealerRefresh. By the way my favorite was titled Are Your Employees “Coin-Operated”? And if you haven’t read it yet you should…after this.
The point here is that our industry has become one where in large part a title is just part of an en-TITLE-ment attitude. Once our Title is defined as managing a desk we can easily forget that it’s the Salespeople that keep the need for that desk to exist alive.
So if you’re going to ride it, use the position to teach and inspire rather than rule and repress. A few ideas may be:
Most of all quit relying on spiffs because you think that will allay your guilt at being unable to Lead and Motivate. After all, the only person who actually could be termed a “Desk Manager” at the Dealership is possibly the receptionist... And if you’d listen she could probably tell you how to better run the Store.