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

Challenges of Car Dealerships

Challenges of Car Dealerships

The Car manufacturing industries, just like any other, has got business challenges of its own, which need to be taken care off on a regular basis. Maintain…

What People Are Looking For In An Auto Repair Shop

What People Are Looking For In An Auto Repair Shop

Those who have been involved in some sort of accident have the next step of finding an auto repair shop. These shops are not all created equal as some are …

One Price Selling – What Are You Waiting For?

One Price Selling – What Are You Waiting For?

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically no…

What Is Your Chemistry With Women Buyers?

What Is Your Chemistry With Women Buyers?

Wow, its December. Last month of the year. Now is the perfect time to begin to reflect on the customer processes, engagement and strategies you have in pla…

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

If it’s time for you to take the next steps in your career, there are some tried-and-true methods that can ensure your success. All business professi…

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