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Mike Whitty

Mike Whitty Author, Trainer, Consultant

Exclusive Blog Posts

Are You Selling Service Contracts in the Lane?

Are You Selling Service Contracts in the Lane?

Several dealers reported record months in the service drive. With a record number of RO’s hitting the lanes each day, it is a gold mine for selling s…

Women in the Dealer Workforce: Where We Are & Where We Can Go

Women in the Dealer Workforce: Where We Are & Where We Can Go

It’s no secret that women make up a small portion of the dealer workforce and turnover among women is high. By not attracting and retaining women in the …

Car Subscriptions - Q and A with Bill Playford

Car Subscriptions - Q and A with Bill Playford

I had the chance to interview Bill Playford about car subscription services, and how they're going to change the marketplace. Take a look what this ins…

Be The Exception

Be The Exception

How brilliant marketers find and follow what makes their stories different in a world full of average content DrivingSales is excited to announce th…

Keeping Up with the Joneses in Quick Lube

Keeping Up with the Joneses in Quick Lube

More than half of all sales customers will abandon your dealership’s service department in the first year. It’s a widely varying statistic &nda…

A common complaint among sales managers is that they don't get enough cooperation from their employees. You have to realize that you need to give before you can expect to receive. If you want employees who will work with initiative, ingenuity, and enthusiasm, you have to make them feel good about their job and about themselves.

Praise help to focus on the positive
The main purpose for getting into the habit of praising your employees is because a sales manager too often overlooks all the things an employee does correctly and only focuses on the employee's occasional mistake. Because bosses expect certain things from their employees, they don't feel the need to compliment or acknowledge routine performance; when in essence, this acknowledgment is exactly what an employee needs to feel worthy.

Create a stimulating work environment
A manager's main responsibility is to motivate his/her employees so that they become outstanding workers. The success and welfare of your employees is dependent upon the supportive work environment surrounding them. Providing employees with an atmosphere that is pleasant, stimulating and verbally rewarding will gain you the loyalty and commitment you are striving for. When employees are happy in the work environment they perform more productively.

Praise helps boost confidence and performance
When an employee feels uncertain about his level of appreciation, his ability to perform at his optimum may be impaired. The key to building self-esteem, confidence and motivation in employees is to compliment them for even small contributions. Make it a point to praise your employees on a regular basis. Recognizing consistently good performance is just as important as recognizing an outstanding performance. The added confidence and pride you instill through praise will maintain your employees' momentum to achieve.

Show your employees you're proud of them
One of the biggest misconceptions managers hold is that when they praise employees, they must do it really well. Paying compliments may not be something you are accustomed to. It is a behavior that has to be learned by many people. If you're not used to praising, your initial attempts may sound unnatural. But as with any type of repetition, the more you do it, the more comfortable it becomes. The only way you can get your employees to want to work for you is to let them know they are appreciated. The one phrase we seldom hear from management is "I'm really proud to have you on my team!"

Your employees are your most valued asset.
Don't let your busy schedule and numerous responsibilities distract you from remembering that the most important asset in your department is your employees. They are the ones who will ultimately determine your success and subsequent promotions. Realize their value and nurture them because without them, you have no career. Personal praise from one's boss is one of the greatest motivators in the workplace, and ranks higher than monetary rewards. When you praise your employees always be sincere — because false complimenting can backfire. Look for legitimate reasons to compliment employees and make complimenting a part of your daily routine.

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