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Jim Bell

Jim Bell National Sales Executive

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Take Some P.R.I.D.E.



Yesterday was my daughter's first day of school.  The school has taken a stance and pledge for the students to maintain a standard in our school system.  All of the students had to sign a P.R.I.D.E. contract.  While I was reading through it, I thought to myself this can be applied in everyday life and business and also looked at when we are interviewing a prospective employee.

Professionalism: the conduct, aims, or qualities that characterize or mark a profession or a professional person

We all want our employees to be professionals in what we do.  If you look at the athletes at the Olympics, they don't just show up for practice and see what happens.  They are always working toward their goal of getting a medal for their country.  Our employees are the same way.  They have to show up to work.  Not just show up, but actually work a system and prospect and actually get on the phones with customers and prospective customers.

Respect: the condition of being esteemed or honored

We all know that we want respect from our employees.  But not only that, we want our employees to respect our customers.  I would like to say that we could go to the Golden Rule on this one on doing unto others as you would like done to you.  It is a good philosophy to live by;  you can't deny that.

Integrity: adherence to moral and ethical principles; soundness of moral character; honesty.

We all know that the car business is tough on our reputations.  It all comes down to possibly what one dealer in town did to a customer and we all have to pay for it.  When I hear a customer say something to that affect, I will just let them know where I stand.  We all have morals, just some have higher standards than others.  We all want the best employees working for us and they must have some integrity, right?

Diligence: constant and earnest effort to accomplish what is undertaken; persistent exertion of body or mind.

This will go back to the salesperson that just comes in and sits around waiting on the up-bus.  Are they doing their due diligence to be successful?  The salesperson has to have some ambition and actually put in the effort to be successful.  Too many times have I seen a salesperson with so much talent wasted because they didn't want to put in the effort to make things happen.  They knew that they were good and thought that everything should be handed to them on a silver platter.  Even the most talented guy in the dealership has to put in the effort and diligence for success.

Excellence: the fact or state of excelling.

All of the above lead to the last one of excellence.  When an employee has professionalism, respect, integrity, and diligence, that should lead to a person of excellence and the employee you want working for you.

Take Michael Phelps for example. (Of course I had to throw the swimming comparison in there.) He is the most decorated Olympian ever.  He didn't get there by just showing up to work (his workouts).  He had professionalism (with the exception of that one time). He had respect for his coach and he had respect from his competitors. He did have integrity.  Yes, he made one mistake, but he owned up to it and I respect him for that.  He had the diligence.  After the Beijing Olympics, he lost his drive and was like a fish in water flapping around. He had lost all of the above, but then trained hard for a year and a half, and got back to the level he was at competitively.  That is just plain excellence.  He just didn't get it.  He had to work for it.

What are you doing to work towards your excellence?


Jim Bell
Challenging yourself and taking yourself to another level is the fun part of this business and life.
Joe Webb
Great article, Jim. (I am a sucker for any blog where the writer takes a mantra from outside our industry and applies it to what we do.) I believe everyone one of those elements are imperative for dealerships to grow in our world. It begins at the selection and hiring stage, but it must be reinforced...everyday. And management must lead by example.
Jim Bell
Thanks Joe. While I was reading through the 'contract', it just made so much sense. You are right, it must be reinforced every day and lead by example.
Bill Playford
Have you copyrighted "Up-Bus"? Great article, Jim!
Jim Bell
Lol...thanks Bill.

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