We’ve all been traveling and hopped in the back of an Uber or Lyft. We carry on a conversation, jump on our phones, or maybe look around at the scenery. If we were tasked with getting from our destination back to our hotel, we wouldn’t be able to do it? Why? We weren’t driving. We didn’t need to be accountable for navigating. We could just be a passenger.

This passenger thinking runs rampant in dealerships. I frequently hear sales managers say they are just “glorified babysitters”. This indicates they have a team of passengers.

Ask yourself, “Am I a passenger or a driver?”. Are you accountable for your destination or are you just along for the ride?

Who do you work for?

If you want to be a driver and improve your self-accountability, here are some tips.

Know what success looks like.

Regardless of your position inside the dealership, do you know what success looks like? It’s more than how many cars you sell or service you write. Those are the outcome. Do you know what it takes to get there? Success is the result of process execution. Are you familiar with the process metrics that lead to those results?

A driver understands what success looks like and how to get there.

Track your performance daily

It’s easy to get off track. Passengers look at their results on the 15, realize they are way behind, and give up.

Missing a day can have a dramatic impact on your total month. You need to track your key metrics that lead to success daily. Break your monthly numbers down into daily objectives and then achieve them daily. If you miss a day, that’s ok. Make it up on the next day. Don’t let your month get away from you and track your performance daily.

Analyze how to impact your key metrics

Do you know how your metrics improve your performance? A driver can analyze the processes and activities that lead to success and identify opportunities to improve.

For example, if one of your key metrics is appointments set, do you know what you can do to improve performance in that metric? If you need to improve your additional service revenue, do you know how?

If you can analyze your key metrics and understand the drivers that determine success you are in the best position to get better. You are no longer dependent on outside forces to control your success.

Actively contribute in coaching sessions

When you get one on one time with a manager, make the most of it. Your managers have been where you are, and chances are they were very successful (that’s why they’re a manager). One thing your manager cannot do, however, is read your mind. You have to actively participate in the conversation.

When you get valuable time with your managers, share what your weaknesses are and how you want to improve. Listen and apply the insights they give you. Solicit feedback if your managers aren’t giving it. They can help if you let them.

To be successful in a dealership, you need to drive. It’s your career and your income, so own it. Don’t let outside forces dictate your success. Take the wheel!