By Ron Henson
When was the last time that you walked onto your showroom and saw that gathering of sales consultants standing around in the “Ring of Despair” and thought to yourself, “I’ll bet that’s a productive and uplifting conversation?”
Truth is that there are Problem Causers (yes, I know that’s not a word) & Problem Solvers in every business in America. Car Dealerships are certainly no exception and I submit that the Problem Causers seem to gravitate toward car dealerships for some uncanny reason.
As a leader, should your valuable time be spent putting out the fires caused by Problem Causers or fostering the growth and goodwill generated by Problem Solvers? The answer seems quite clear at first blush, but the execution of the concept gets a little tricky. We all know that misery loves company so unless you have a sales staff loaded with high performers and the bottom guy on the totem pole is still rocking 18 units per month, you may have a few of these Problem Causers on staff.
I like the saying, “Identify your problems but give your power and energy to solutions.”
Many of your most influential employees in your dealership today may not have the word manager in their title. Seek these people out! Interview your management team and your employee base and find out who these non-management leaders are and tell them that you appreciate their efforts. Tell them how much it means to you that they foster an environment of positivity in your business and ask them to continue to spread it throughout the organization. You can spend countless hours finding people doing things wrong, but if you go looking for people doing things right and mentor them and coach them on helping others to do the same, your day will be much more productive and your attitude and mood will certainly benefit.
Be the leader that you would want to have and watch the results. Now it doesn’t happen overnight, but it will happen. The “Dope Ring” will start to erode and the Problem Causers will start to drift away toward other dealerships that are much less successful and creative than yours. They will go find the cancerous, negative environment that they crave and your store will be the better for it.
Move some metal!
Ron Henson is Director of Dealer Services at DrivingSales.com. Read the here.