Trainers, being a good person in any service industry, but especially professional automotive sales, has at its foundation the goal of adding real value to those we serve. This applies first to adding real value to the sales teams we lead, and then of course, to their customers, who are ultimately our customers.
Working Hard isn’t about how many hours we work. We are in the retail car business, of course we’re going to work long hours. It’s what we are going to work hard at doing. How we’ll prioritize and spend our time, that’s what differentiates a Sales Leader.
For our Sales Leadership discussions on Working Hard, we are going to focus on Four Operational Priorities. We’ll review and reflect on each one so we are clear on the what and the why.
Thinking Right in the retail car business means that as a Sales Leader, we need to start by Defining Reality, so that we can be very clear as to our priorities every day.
As a matter of fact defining reality is core to every leader in every vertical…faith leaders, business leaders, social leaders, political leaders…its where every organization get its “why”…people won’t follow a leader who can’t clearly define reality
Thinking Right in the retail car business means that as a Sales Leaders, we have a Leader’s Mindset.
A Leader’s mindset is grounded in reality, its solution oriented, but it allows a leader to see further…and then lead the organization into the future.
In a time of crisis, or challenge, people need to hear their leader’s voice. And the leader’s voice needs to stand out from the crowd, it must sound different, or it’s not a leader’s voice. And it needs to bring three things to the team: Reason, Confidence, and Hope.
Let’s start by defining ‘crisis’. Now for today, can we just call it ‘unexpected challenges, with potentially big consequences’. We are going to look at 3 ways to respond to crisis, but let’s start first with something that we should have all learned in Kindergarten, but probably didn’t… and that’s to build margins in your life.