Are you familiar with O.M.I.T., the strategic method for focus and unification? I spend a lot of talk discussing tools for pay plans that align employee performance and incentives with the goals of the dealership, and it's true that you should have quantitative measures in place to make sure incentives are aligned. But, we should also always remember that there are important qualitative steps that should be taken to make sure all employees have the proper motivation. Okay, everyone wants to make money. That's a given for both employees and management, but let's move beyond that.
One incredibly powerful (and simple) method to make sure that everyone's motivation and focus matches is the "One Most Important Thing" (O.M.I.T.): "In any collective endeavor, the prospect for success is directly proportional to the degree everyone agrees on what constitutes the One Most Important Thing."
Let's break it down:
One- What is the single focus that will achieve the desired long-term outcome (goals), for the dealership as a whole (not just individual departments)?
Most- What direction of focus automatically means that we will have the highest number of desired results, if achieved?
Important- Here we really mean something beyond money. What is the most important focus that will make everyone at the dealership feel "useful and necessary in the world?"
Thing- In this case "thing" is not an object, but an "aspirational objective," that is larger than a specific business goal. What "thing" will engender the kind of loyalty and commitment that money just doesn't motivate most people to give over the long-term?
While the specifics of an O.M.I.T. plan will vary depending on the individual dealership's goals, as you might guess, plans that have the customer as the center tend to be most successful. It's up to your dealership, as a team including both employees and managers, to determine what will work best for you. Effectively determined, communicated and applied to throughout the dealership, the real power of O.M.I.T. is that it creates a unified culture where everyone always understands what the one most important thing is, even during times when people feel overwhelmed. If employees or managers feel pulled in different directions, everyone knows what the default is. And it's a focus that everyone can get behind and feel good about personally and professionally. O.M.I.T. helps eliminate mixed messages and the frustration they cause. It is a discipline and focus that can help ensure proper motivation, and dealership profit.
Thoughts? Has your dealership ever implanted such a strategy for unification and focus?