Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
iMagicLab

iMagicLab

Exclusive Blog Posts

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

One of the keys to making a profit is the upsell. If you want to claim a heftier commission, upselling is a necessity. However, upselling is an art that sa…

Most Valuable Insight Finalist - Jim Roach

Most Valuable Insight Finalist - Jim Roach

Using Artificial Intelligence to Prioritize Customer Engagement If only one salesman came to work today, what is the first opportunity he should act upo…

Stop Looking at CRM Lead Duplication Negatively

Stop Looking at CRM Lead Duplication Negatively

During some recent conversations, I’ve discovered that dealerships continue to mistakenly perceive CRM lead duplication badly. I strongly believe we …

Don’t Just Sell, but also Retain CPO Buyers

Don’t Just Sell, but also Retain CPO Buyers

By Ryan Williams, president, Fidelis PPM Customer loyalty does not necessarily translate into repeat business for your auto dealership. What drives meas…

2017 Presidents Club Insights - Patrick McMullen

2017 Presidents Club Insights - Patrick McMullen

Listen to what Patrick McMullen from MAXDigital has to say about the future of automotive, what dealers can do today to prepare, and how DrivingSales Presi…

The Right Process or The Right People? - The Million Dollar Question

Which came first the chicken or the egg would probably be a better title for this post.  The real question would be can the right people work inside of the right processes?  A glaring example of this is the 2003-2004 Los Angeles Lakers roster that was a sure bet to win it all with names like Gary Payton, Karl Malone to join the already amazing Kobe Bryant and Shaquille O'Neal. The team went 56-26 in the regular season and made it all the way to the finals which they lost 4 games to 1. I think it would be hard to argue that those talents weren't the right people, but I promise you they weren't working the right game plan or process to be successful.

It's easier to make the right process than it is to find the right people.  A well defined process can turn a mediocre salesperson into a rock star as long as the process is properly managed, by the right people.  The key to any successful process, is it must be managed properly and adhered to consistently.  Without those two major pieces, the best laid process will never achieve the goals it was created to reach.

The right processes can create the right people and the right people can turn their work ethic into the right process.  So it is definitely chicken or egg, however a killer process that is never adhered to is a futile proposition.  I have been in nearly 400 stores over the years and have aided dealers in creating some can't miss, killer processes but the ones that actually take off and have tremendous success with those processes are the ones that properly manage it and manage it consistently.

Employees will sometimes try to "wait out" management when it comes to the roll out of new processes.  They count on management not being consistent with it and hope the new process dies on the vine so they can get back to doing things like they always have.  When this happens time and time again people will start to always second guess anything new, it starts a vicious cycle. 

The right people have their internal processes set up so they are always successful .  Also they do not have problems adapting to new things if it helps them become more successful.  That is where the rubber meets the highway.  The right people, even the non superstars, are the ones that adapt to embrace things that help them do their job better.

Manage it properly + Be consistent = EXCELLENCE.

 

Jay Barr is the National Director of Training for iMagicLab.  Jay brings an exciting, energetic and unconventional, but highly effective, training style to dealerships nationwide. His unique style presents thought-provoking and stimulating topics in a very focused and entertaining manner. He guarantees that when he comes to your store, you will learn the software and processes that will make your dealership successful -and you'll enjoy every minute of it.

 Unlock all of the community & features  Join Now