Identify the Problem Solvers in Your Dealership

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 Read the here.





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