There is one common denominator in every successful dealership and that is strong leadership. If your dealership is not doing well, look at the leadership and ask yourself the following question: Is my dealership being held hostage?
Weak dealerships are held hostage by bad employees. Bad employees don't execute the game plans they are given. Bad employees rebel against everything. Bad employees are consistently negative. Bad employees make excuses for weak production. Bad employees don't have a game plan. Bad employees don't try to get better.
Weak leaders allow bad employees to be bad employees. To use an old phrase, bad leaders don't inspect what they expect. I think if I hear one more weak leader of an underperforming dealership say "I want my staff to buy in" I will puke. Buy into what? Give me a break. It is impossible to have your staff "buy into" everything you ever do. Strong leaders sell the goals and plans of the company while also asking for individual goals and plans from their team members. Strong leaders take action and demonstrate the way.
The company must have a mission set by it's leaders. The company mission can't be based upon a bunch of individuals. If there is one thing I learned playing sports, it's about the team and not the individual. When you have individuals that fight your goals, you must reeducate them first and then if that does not work then you must fire their asses second. I would rather have five committed good people than have twelve people and seven of them be negative, rebelling losers.
While my company has been blessed working with many successful dealers over the years, I have witnessed several clunkers. The one common thread to all the clunkers are weak leaders who allow their dealership to be held hostage. Get past all the new age management mythology preached by gurus who have never managed and take back YOUR dealership. Don't let your dealership be held hostage.
Mark Tewart is a speaker, trainer, consultant to the automotive industry. Mark is also the author fo "How To Be A Sales Superstar." To receive the 1st chapter for FREE and several FREE bonuses, go to www.marktewartlive.com