Automotive management tasked with the job of recruiting car sales people in addition to their other duties, often find themselves underachieving in terms of production.  Automotive recruiting can be a difficult task when a manager is struggling with time management and the organization it takes to be successful.

Depending on the drive to succeed, an average automotive sales staff recruiting program takes 12-15 hours per week and in more difficult markets 30-40 hours per week.  With the massive flow of information generate in car sales recruiting campaigns (candidates, resumes, applications, etc.), it is very easy to become overwhelmed.  Automotive recruiting campaigns can easily become a part time to full time job.  The job description for most automotive management requires a high level of performance on tasks outside of recruiting, making automotive recruiting difficult to balance with other duties.  So how can an automotive manager tackle this daunting task?

If you find yourself immobilized and totally ineffective, it is time to step off the recruiting campaign merry-go-round and create a daily plan with intentional focus.  Flip flopping between tasks is not only frustrating but can waste time as your change gears.  Therefore, start with a time management schedule where you block out a period of time for auto sales people recruiting.  It is easy to get distracted with other demands, but stay focused on your automotive recruiting tasks during your blocked time.  When it is not your blocked time for recruiting, stay focused on your other tasks.  Yes, it is difficult to find this time to block out when the job demands so much of your attention.  Look to place this block of time at the beginning or end of your day, when the demand for your attention is not at its peak.

During your block of time, have a written plan of all the tasks that you need to complete.  This will help you determine duration for your automotive recruiting block.  You may need to adjust your time schedule if your task list becomes too long or prioritize the tasks and move some to the next day.  At the close of each day, make a new plan for the following day, using today’s experience as your guide.  Schedule out the duration of your recruiting block and write down the specific tasks you will complete during that block of time.  Repeat this process daily until your car sales people recruiting campaign comes to an end.

When considering taking on your own automotive sales staff recruiting campaign, determine if there is adequate resources to ensure success.  Skimping on your recruiting plan and taking short cuts can become a costly mistake, even more costly than outsourcing your auto recruiting needs.   If you find yourself not having the time resources, consider outsourcing this task to one of the nation’s top automotive recruiting companies, like The Manus Group, who can assist you with building, implementing and managing a highly effective automotive sales staff recruiting program for your organization.

Copyright © 2014, Stephanie Young All rights reserved.

Automotive management tasked with the job of recruiting car sales people in addition to their other duties, often find themselves underachieving in terms of production.  Automotive recruiting can be a difficult task when a manager is struggling with time management and the organization it takes to be successful.

Depending on the drive to succeed, an average automotive sales staff recruiting program takes 12-15 hours per week and in more difficult markets 30-40 hours per week.  With the massive flow of information generate in car sales recruiting campaigns (candidates, resumes, applications, etc.), it is very easy to become overwhelmed.  Automotive recruiting campaigns can easily become a part time to full time job.  The job description for most automotive management requires a high level of performance on tasks outside of recruiting, making automotive recruiting difficult to balance with other duties.  So how can an automotive manager tackle this daunting task?

If you find yourself immobilized and totally ineffective, it is time to step off the recruiting campaign merry-go-round and create a daily plan with intentional focus.  Flip flopping between tasks is not only frustrating but can waste time as your change gears.  Therefore, start with a time management schedule where you block out a period of time for auto sales people recruiting.  It is easy to get distracted with other demands, but stay focused on your automotive recruiting tasks during your blocked time.  When it is not your blocked time for recruiting, stay focused on your other tasks.  Yes, it is difficult to find this time to block out when the job demands so much of your attention.  Look to place this block of time at the beginning or end of your day, when the demand for your attention is not at its peak.

During your block of time, have a written plan of all the tasks that you need to complete.  This will help you determine duration for your automotive recruiting block.  You may need to adjust your time schedule if your task list becomes too long or prioritize the tasks and move some to the next day.  At the close of each day, make a new plan for the following day, using today’s experience as your guide.  Schedule out the duration of your recruiting block and write down the specific tasks you will complete during that block of time.  Repeat this process daily until your car sales people recruiting campaign comes to an end.

When considering taking on your own automotive sales staff recruiting campaign, determine if there is adequate resources to ensure success.  Skimping on your recruiting plan and taking short cuts can become a costly mistake, even more costly than outsourcing your auto recruiting needs.   If you find yourself not having the time resources, consider outsourcing this task to one of the nation’s top automotive recruiting companies, like The Manus Group, who can assist you with building, implementing and managing a highly effective automotive sales staff recruiting program for your organization.

Copyright © 2014, Stephanie Young All rights reserved.

Part of my life was spent in Southeastern Oklahoma.  I remember teenage boys coming to the ranch dressed in their "good jeans" with a tucked-in "nice shirt" and driving their daddy's "dress truck".  The purpose was to show my aunties and uncles, that they were gentlemen and worthy of the responsibility of the social company of the young women in the family.   Then I went to Japan, I took notice of the polished professional uniform.  Even though this population of the labor force looked a bit like they were cut from the very same bolt of fabric, the lack of individualism or variety did not deter me from being overwhelmingly impressed with how extraordinary they seemed to be…they looked ready to do some serious business.

Clearly, human beings use visual cues among others to determining credibility.  Cultures have unique demographical “dress to impress" codes.  As a professional, you need to be able to determine what is acceptable in your demographic as impressive professional attire.  If your demographics are not formal business suits, then dress to impress your demographics.  When unsure, it is best to be overdressed than under-dressed.

So why should we care about our appearance?  If you walked into a bank and your teller was wearing flip-flops and a tank top, how closely would you be clutching your money?  If someone looks too casual to be serious about the business at hand, then consumers subliminally will be influenced to think they are going to be too casual to handle the serious business they bring.  And there goes credibility, walking out the door in flip flops.

Automotive recruiters represent dealerships that want to be entrusted with their consumers business.   This might seem obvious, but automotive sales staff recruiters may need to instruct perspective automotive sales people on how to dress like an individual who can be trusted with a client’s hard earned monies.  Sometimes this task is easier said than done if you really want to have an impact over a lecture.  The way to overcome this obstacle is to share this information as a story.  Start with thinking back to your last job interview and the time you spent preparing.  Then tell applicants the story of how you wore your best clothes, polished shoes and brought your refined look with you to the interview.  When you left your house, you took the first step out the door with your best foot forward.  Your clothing was screaming, "I'm serious about getting this job.  I am going to perform well when you hire me.  I am the best person for this job."

Molecules over time will return to their least excited state without external influences according to the Law of Entrophy/Disorder.   Apparently, human beings are subject to the Law of Entropy.  Given enough time, we cool off to tepid unless something keeps us motivated and energized.   Automotive management, when you notice that casual Friday starts to find its way into Monday, Tuesday, Wednesday and Thursday; it is time to tighten up the dress code.  The first place to start is with the management, as those you manage are looking to you for cues.  Once the management team is dressed for success, you can inspire your team during your on-going automotive sales training program, to start off each day as if they are going into work for the first time with a put-together look that shouts, “I'm serious about making this sale.  I look like I am capable of handling your money.  I am going to perform above par when you buy from me."  Take note of how this changes their performance.  Nothing boosts self-confidence like knowing you look good.  Nothing boosts success like a dose of self-confidence.  Challenge them to not only dress for the job they have, but to dress for the job they want.

Look business ready and you will be business ready!

Copyright © 2014, Stephanie Young All rights reserved.

Part of my life was spent in Southeastern Oklahoma.  I remember teenage boys coming to the ranch dressed in their "good jeans" with a tucked-in "nice shirt" and driving their daddy's "dress truck".  The purpose was to show my aunties and uncles, that they were gentlemen and worthy of the responsibility of the social company of the young women in the family.   Then I went to Japan, I took notice of the polished professional uniform.  Even though this population of the labor force looked a bit like they were cut from the very same bolt of fabric, the lack of individualism or variety did not deter me from being overwhelmingly impressed with how extraordinary they seemed to be…they looked ready to do some serious business.

Clearly, human beings use visual cues among others to determining credibility.  Cultures have unique demographical “dress to impress" codes.  As a professional, you need to be able to determine what is acceptable in your demographic as impressive professional attire.  If your demographics are not formal business suits, then dress to impress your demographics.  When unsure, it is best to be overdressed than under-dressed.

So why should we care about our appearance?  If you walked into a bank and your teller was wearing flip-flops and a tank top, how closely would you be clutching your money?  If someone looks too casual to be serious about the business at hand, then consumers subliminally will be influenced to think they are going to be too casual to handle the serious business they bring.  And there goes credibility, walking out the door in flip flops.

Automotive recruiters represent dealerships that want to be entrusted with their consumers business.   This might seem obvious, but automotive sales staff recruiters may need to instruct perspective automotive sales people on how to dress like an individual who can be trusted with a client’s hard earned monies.  Sometimes this task is easier said than done if you really want to have an impact over a lecture.  The way to overcome this obstacle is to share this information as a story.  Start with thinking back to your last job interview and the time you spent preparing.  Then tell applicants the story of how you wore your best clothes, polished shoes and brought your refined look with you to the interview.  When you left your house, you took the first step out the door with your best foot forward.  Your clothing was screaming, "I'm serious about getting this job.  I am going to perform well when you hire me.  I am the best person for this job."

Molecules over time will return to their least excited state without external influences according to the Law of Entrophy/Disorder.   Apparently, human beings are subject to the Law of Entropy.  Given enough time, we cool off to tepid unless something keeps us motivated and energized.   Automotive management, when you notice that casual Friday starts to find its way into Monday, Tuesday, Wednesday and Thursday; it is time to tighten up the dress code.  The first place to start is with the management, as those you manage are looking to you for cues.  Once the management team is dressed for success, you can inspire your team during your on-going automotive sales training program, to start off each day as if they are going into work for the first time with a put-together look that shouts, “I'm serious about making this sale.  I look like I am capable of handling your money.  I am going to perform above par when you buy from me."  Take note of how this changes their performance.  Nothing boosts self-confidence like knowing you look good.  Nothing boosts success like a dose of self-confidence.  Challenge them to not only dress for the job they have, but to dress for the job they want.

Look business ready and you will be business ready!

Copyright © 2014, Stephanie Young All rights reserved.

As an invited guest to the NAS Pensacola National Naval Aviation Museum, I had the honor of attending the “winging” of a group of young aviators.  Rear Admiral Mark Vance was the guest speaker to address this assembly of recently graduated Navy and Marine aviators with a welcome to the fleet speech.  I found myself feeling like I too was being given a “charge to order on the tip of the spear”.  The charge to order in simplified terms was to always be ready to be a leader, an important skill set for automotive management.  The Rear Admiral went on to explain the dynamics of service and leadership by relating the experience to that of a herd of sheep, something everyone can understand.

Sheep live in a world where they must believe that there is no wolf in order to maintain their carefree lifestyle.  Sheep tend to prefer popularity over individualism and therefore will often go with the flow.  They have no sense of urgency or danger.  They move through life as one large orderly mass that maintains close connections with the flock.    Their safety is left in the hands of a guardian, usually a sheepdog.  Example: A manager who is more concerned with politicking and agreeing with the boss, than being a stand of the betterment of the people he is supposed to be leading.

A wolf lurks in the shadows as an opportunistic predatory.   A wolf drives a selfish agenda using fear and intimidation to gain power and prey on the sheep. Sometimes the wolf acts alone and sometime it will form a pack of like-minded wolves.  Every action of a wolf is selfish and without concerns for any life other than its own.  The wolf fears nothing but does find the sheepdog a worthy adversary.  Example: A leader who makes demands of the people they lead, but would not be willing to make those same sacrifices or actions if they shoe were on the other foot.

The sheepdog lives a life protecting the sheep at all costs, including bodily harm.  The sheepdog’s life is that of service and devoid of selfish goals.  Sheepdogs are not popular with the sheep since a dog looks like a wolf.  Sheepdogs are also not popular with the wolves, as the wolves see them as a threat to their motives.  The sheep wish the sheepdog was more like them and the wolves wish the sheepdog would join their canine ranks.  Therefore, the life of a sheepdog is often spent in solitude.  A sheepdog never rests.  It is always on alert and ready to defend the flock.  The actions of a sheepdog are governed by integrity, service and duty.  Example: The manager who leads by example and plays the game that you don’t win at all cost, but lead at all cost.

When working with an Automotive Management Recruiter, ask them to find a sheepdog.  Effective leaders are usually sheepdogs.  There is a fine line in mastering the role of a sheepdog, as a sheepdog must understand the lifestyles of both the sheep and the wolf.  The role of an effective leader is that of a servant to those they have been charged to lead.  An effective leader protects his organization and its people from harm.  Being an effective leader is not always popular and often effective leaders find themselves ostracized from the masses.  Effective leaders are often faced with challenges that have no sense of time and therefore must always be ready to act at a moment’s notice.  Effective leaders are expected to govern themselves and their actions.  Effective leaders employ integrity over selfish agendas while doing what is right over what is best.

For those in leadership roles in your career, which are you?  The sheep that pretends to lead by being popular and going along with the flow?  A wolf that drives a selfish agenda through the use of fear and intimidation?  Or are you the sheepdog that is an always ready servant that defends without a selfish motive?

Copyright © 2014, Stephanie Young All rights reserved.

As an invited guest to the NAS Pensacola National Naval Aviation Museum, I had the honor of attending the “winging” of a group of young aviators.  Rear Admiral Mark Vance was the guest speaker to address this assembly of recently graduated Navy and Marine aviators with a welcome to the fleet speech.  I found myself feeling like I too was being given a “charge to order on the tip of the spear”.  The charge to order in simplified terms was to always be ready to be a leader, an important skill set for automotive management.  The Rear Admiral went on to explain the dynamics of service and leadership by relating the experience to that of a herd of sheep, something everyone can understand.

Sheep live in a world where they must believe that there is no wolf in order to maintain their carefree lifestyle.  Sheep tend to prefer popularity over individualism and therefore will often go with the flow.  They have no sense of urgency or danger.  They move through life as one large orderly mass that maintains close connections with the flock.    Their safety is left in the hands of a guardian, usually a sheepdog.  Example: A manager who is more concerned with politicking and agreeing with the boss, than being a stand of the betterment of the people he is supposed to be leading.

A wolf lurks in the shadows as an opportunistic predatory.   A wolf drives a selfish agenda using fear and intimidation to gain power and prey on the sheep. Sometimes the wolf acts alone and sometime it will form a pack of like-minded wolves.  Every action of a wolf is selfish and without concerns for any life other than its own.  The wolf fears nothing but does find the sheepdog a worthy adversary.  Example: A leader who makes demands of the people they lead, but would not be willing to make those same sacrifices or actions if they shoe were on the other foot.

The sheepdog lives a life protecting the sheep at all costs, including bodily harm.  The sheepdog’s life is that of service and devoid of selfish goals.  Sheepdogs are not popular with the sheep since a dog looks like a wolf.  Sheepdogs are also not popular with the wolves, as the wolves see them as a threat to their motives.  The sheep wish the sheepdog was more like them and the wolves wish the sheepdog would join their canine ranks.  Therefore, the life of a sheepdog is often spent in solitude.  A sheepdog never rests.  It is always on alert and ready to defend the flock.  The actions of a sheepdog are governed by integrity, service and duty.  Example: The manager who leads by example and plays the game that you don’t win at all cost, but lead at all cost.

When working with an Automotive Management Recruiter, ask them to find a sheepdog.  Effective leaders are usually sheepdogs.  There is a fine line in mastering the role of a sheepdog, as a sheepdog must understand the lifestyles of both the sheep and the wolf.  The role of an effective leader is that of a servant to those they have been charged to lead.  An effective leader protects his organization and its people from harm.  Being an effective leader is not always popular and often effective leaders find themselves ostracized from the masses.  Effective leaders are often faced with challenges that have no sense of time and therefore must always be ready to act at a moment’s notice.  Effective leaders are expected to govern themselves and their actions.  Effective leaders employ integrity over selfish agendas while doing what is right over what is best.

For those in leadership roles in your career, which are you?  The sheep that pretends to lead by being popular and going along with the flow?  A wolf that drives a selfish agenda through the use of fear and intimidation?  Or are you the sheepdog that is an always ready servant that defends without a selfish motive?

Copyright © 2014, Stephanie Young All rights reserved.

If the world was devoid of you, what would it be like and contrast that with if you were the whole world?  Which do you think would be the better place?

The above question was something that passed through my busy brain one night as I prepared for duty the next day at the office.  It seemed like an interesting way to keep my mind busy and off any anticipation of what the next day might bring.  As I lay in bed that night, I continued wrestling with this quandary.

If the world were devoid of me, I am not sure I would have left a huge gap in human existence.  There would be an isolated handful of humans that I have crossed paths with that might be missing out on some positive human condition influence, but the masses of this world would hardly notice my disappearance.  Big picture: my impact on the world is minuscule at best.

When I contrast that with if I was the whole world, I discovered that without the ability to interact and contribute to the lives of even a handle full of other humans, I am one lazy, boring and not highly amusing living being.  I am fully motivated to be in motion because I have humans to interact with.  It is my leadership role in management development that lends to most of my impacting the human existence. My inspiration comes from those around me.  Without them, I would just be occupying space.

The outcome of this game:  In order to make my world a better place, I need to let others inspire me, motivate me and keep me in action, but I need to not isolate my creations to just the handful of people in my life.  I need to look at making a difference one event at a time, so that it spreads beyond the borders of my immediate audience.

The light bulb came on again!  If you want to get somewhere, you need a road map.  So, I started to write my own eulogy.  Having a written document of how I wanted to be remembered, became a way of defining the pathway I now needed my life to take in order to reach my desired final destination.   In order to make this wish a reality, I began to speak it, share it and enroll others in my goals.  I had evolved from the kid who gave everyone chicken pox in third grade to the adult who has a contagious passion for living life to the fullest. We are all part of a plan; sometimes we just need a blueprint to see the big picture.

Sales Performance Training Lesson: Challenge to your staff to take on the game of “what if the world was devoid of you”.  Ask them to think about what it would be like.  Request they each write their own eulogy.  Show them that if that is how they wished to remember, that today is the day to start creating the blue print for their lives.  Inspire them to be contagious about their passions.

Copyright © 2014, Stephanie Young All rights reserved.

If the world was devoid of you, what would it be like and contrast that with if you were the whole world?  Which do you think would be the better place?

The above question was something that passed through my busy brain one night as I prepared for duty the next day at the office.  It seemed like an interesting way to keep my mind busy and off any anticipation of what the next day might bring.  As I lay in bed that night, I continued wrestling with this quandary.

If the world were devoid of me, I am not sure I would have left a huge gap in human existence.  There would be an isolated handful of humans that I have crossed paths with that might be missing out on some positive human condition influence, but the masses of this world would hardly notice my disappearance.  Big picture: my impact on the world is minuscule at best.

When I contrast that with if I was the whole world, I discovered that without the ability to interact and contribute to the lives of even a handle full of other humans, I am one lazy, boring and not highly amusing living being.  I am fully motivated to be in motion because I have humans to interact with.  It is my leadership role in management development that lends to most of my impacting the human existence. My inspiration comes from those around me.  Without them, I would just be occupying space.

The outcome of this game:  In order to make my world a better place, I need to let others inspire me, motivate me and keep me in action, but I need to not isolate my creations to just the handful of people in my life.  I need to look at making a difference one event at a time, so that it spreads beyond the borders of my immediate audience.

The light bulb came on again!  If you want to get somewhere, you need a road map.  So, I started to write my own eulogy.  Having a written document of how I wanted to be remembered, became a way of defining the pathway I now needed my life to take in order to reach my desired final destination.   In order to make this wish a reality, I began to speak it, share it and enroll others in my goals.  I had evolved from the kid who gave everyone chicken pox in third grade to the adult who has a contagious passion for living life to the fullest. We are all part of a plan; sometimes we just need a blueprint to see the big picture.

Sales Performance Training Lesson: Challenge to your staff to take on the game of “what if the world was devoid of you”.  Ask them to think about what it would be like.  Request they each write their own eulogy.  Show them that if that is how they wished to remember, that today is the day to start creating the blue print for their lives.  Inspire them to be contagious about their passions.

Copyright © 2014, Stephanie Young All rights reserved.