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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 the car business, we let the sales momentum train run out of steam every 30 days and then we start over again. While this rhythm may have worked 15 years ago, it doesn’t work the same today. So how does a car dealer create momentum earlier in the month, and then keep it going?
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.
In times of change, a higher level of sales leadership at all sales management levels is needed to navigate the changes, to equip the sales team to thrive and to deliver an acceptable return to the dealer. Effective sales leadership means developing three key leadership characteristics – vision, courage and clarity.
This article, the first of three, outlines the evolution of the retail car business and the various techniques adopted to manage floor traffic. Twenty-five years ago, consumers had to visit a dealer to get virtually any information. Now online enquiries have become the primary source of dealer opportunities.