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From: Jared Hamilton
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Bryan Armstrong

Bryan Armstrong e-Commerce Director

Exclusive Blog Posts

Keeping Up with the Joneses in Quick Lube

Keeping Up with the Joneses in Quick Lube

More than half of all sales customers will abandon your dealership’s service department in the first year. It’s a widely varying statistic &nda…

It Has Never Been Easier To Be Average

It Has Never Been Easier To Be Average

It has never been easier to be average. This post was written by Jay Acunzo, who will be speaking at the upcoming DrivingSales Executive Summit in Octob…

Lose a Sale, Save a Life: When a Test Drive Tests the Legal DUI Limit at Car Dealerships

Lose a Sale, Save a Life: When a Test Drive Tests the Legal DUI Limit at Car Dealerships

Seasoned car dealers and sales professionals are true masters of relationship marketing.  A vehicle purchase is an important decision for consumers, a…

7 Attitude Tips to help you Succeed in the Car Business

7 Attitude Tips to help you Succeed in the Car Business

I have found that one of the greatest traits of all the best salespeople to ever sell is a positive attitude. I experience it first hand in my own life, …

How Well Are Your Digital Campaigns Really Performing?

How Well Are Your Digital Campaigns Really Performing?

You’ve probably noticed by now that we live in a world of multi-channel marketing. Customers are researching products and services online using multi…

Celebrate All Roles

On any championship team, in any given sport, there are the stars. We all know who they are, the quarterbacks, three-point shooters, home run hitters that get the glory spotlight. So are the demographics of most dealerships made in the same way, the “top dog” sales guys that are catered to, the GM that basks in his own brilliance, the desk manager who brags that he has the highest per car or the finance guy with the most gross.

                While these personalities are embedded in nearly every dealership, might I suggest that it is detrimental to become one of them or allow them to flourish? The damage done to the others around them far outweighs any benefit they bring. How many of your “10 car” guys would be 14 car guys if they didn’t live under the shadow of “Mr. Superstar?” How many deals are missed because no salesman wants to bring a “skinny” deal to the gross king of the desk? How many great opportunities for innovation are lost because no one can approach the G.M.? For so long we have been trained to strive for the next position, the higher rung. Those at the bottom may give up before they even know how to climb while those at the top jealously guard power fearing perhaps to lose limelight. It’s no longer enough to define roles but rather to empower and celebrate them.

                Thank the janitor for the clean mirrors and orderly offices, give the credit for the win to the salesman even when the manager spent 3 hours closing his deal, thank the F&I guy who flawlessly fills out every detail and has the vest CIT time and ask how the dealership could improve from their perspective.

                When we fear change or loss of glory, the luster wears off all and a sense of isolation can build. Let’s face it, nowadays our success hinges on employee satisfaction as much as the customer’s and the uncelebrated offensive guard that threw the perfect block to enable that touchdown deserves as much recognition if not more than the guy who had the open field to run down.

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