Leadership

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Leadership
Re-think Your Definition of an Appointment

Before the pandemic, most dealers would define an appointment as a planned showroom visit customers made to view a specific product with a sales professional they had already met, either in the showroom, over the phone, or digitally.

Traditionally, sales teams have engaged their customers with a service promise, giving them just enough information to entice them into making an appointment at the showroom.

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Leadership
Focus your Sales Team on the One Thing in 2021

“What’s the One Thing that cannot be changed, but if it could be changed, would change every- thing?” Once you have answered that questioned, you should focus all of your energy on changing that One Thing.

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Leadership
Being a Good Person – The Question

Sometimes people ask me, being a good person that’s kind of subjective isn’t it? And my response is always the same, ”Absolutely.” So let’s define being a good person a little deeper with a question. I call it “The Question.”

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Leadership
Sales Leadership Series – Being a Good Person

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.

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Leadership
Sales Leadership Series – Working Hard (Part 2)

Today we’re going to talk about second pillar of Sales Leadership – Working Hard, and we’ll focus on the first Operational Priority – the Appointment Culture.

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Leadership
Sales Leadership Series – Working Hard (Part 1)

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.

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Leadership
Sales Leadership Series – Thinking Right (part 1)

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

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Leadership
Sales Leadership Series – Thinking Right (part 2)

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.

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Leadership
Sales Leadership is…

Today we’re going to define the 3 pillars of Sales Leadership, and give you a practical exercise to do today for each one

Sales Leadership is built on three pillars…thinking right, working hard, and being a good person.