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Keith Shetterly

Keith Shetterly Owner

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The Sales-Killing Regime Change

You know this story: The new GM comes in, sweeps out the current management, and replaces them all with "his" or "her" guys and gals.

Maybe this is smart, but it doesn't seem so. ESPECIALLY with eComm Directors and Internet Directors who are juggling websites, reviews, reputation, lead sources, training, marketing, and CRM, all while very often leading a sales team AND desking deals.

Revolution is a natural affair of human organizations, and--though dangerous and painful--revolution is very different from a radical takeover and replacement of the government by the military in the RESULTHistory shows that a coup is hardly ever an improvement.

And just this week a good friend of mine, really an excellenteComm and Internet leader, was swept out. I'm sick of "that's the way it is". Really?

Thank God nothing ever changes in this business. Like the Internet. Do we REALLY have to live with regime changes that decapitate every key department?

I don't think so. That dealership will be a long time recovering from this particular loss. Right about the time the Google Reviews fade, the Internet stops producing, thepay-per-click goes south, and the sales drop off . . . it will be time, sadly, for another GM. And another house cleaning.

House SMASHING, more like it. And we need to stop doing it.

 

Keith Shetterly
VP of Research, CAR Research
keiths@carxrm.com

Crazy Eddie Isenburg
Try to explain this to an owner who got "sold" by a guy who said all the right words to get the job but does none of the things to make the things happen that won the interview. This topic is the one single thing that paralyzes our industry at the dealer level. The ability to recognize the one thing/person that needs to be changed in an organization that allows forward movement is a topic worthy of a post all its own. I'd like to see you tackle that white elephant.
Chris Pyle
As the old saying goes, "A fish rots from the head"...
Crazy Eddie Isenburg
So true Chris Pyle

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