1. Manage things and lead people.
Processes should be defined and managed daily. People should be lead by example daily. Management by strict control inhibits star performers and eliminates creativity of intelligent people. Feelings of manipulation are caused by strict control. Control, manipulation, and disrespect keep many dealerships from moving to another level of performance.
2. Speed of the boss = speed of the team.
If the boss has a sense of urgency, the team will, too. The leader sets the tone. Great leaders create an attitude and atmosphere of winning. The leader sets the stage for the proper belief systems necessary to succeed.
3. Coach people more than you manage deals.
If you spend your time coaching people through training, one-on-ones and positive feedback, your people will become less addicted to you. Spend 80% of your day with your team and your customers. The rest can wait.
4. Create a Stop Doing List..
To find out what to do, you must also define what not to do. What are you doing everyday that you should either, stop doing, delegate, or do less of, or at a different time?
5. Practice the 4 D.s of action management.
Dump it, Defer it, Delegate it, or Do it. With proper action management, you will spend less time in crisis and emergency mode.
6. Recruiting is an ongoing process.
Determine an ongoing action plan for recruiting. What channels will you use to recruit and how much time each week to do it. What automated systems can you set up through web sites, job boards, college placement centers, military posts, etc. can you set up to increase potential candidates? Don't wait until you need people to dig through the drawer to find the help wanted ad that everyone else uses.
7. Set clear expectations.
People need and desire clear expectations of their job functions, behavior, and performance. The days of hiring people and showing them the inventory, their desk, and telling them to get busy are over. For a greater chance of success, people cannot succeed without written and communicated expectations.
8. People don't change that much, so stop trying.
Do not try to put in what God left out. When a person has reached adulthood, they primarily tend to repeat the patterns either they have created or that are based upon their nature. Grow a person's strengths, and stop trying to fix their weaknesses.
9. Educate and motivate daily.
Good people want continuing education. Educate and motivate every day. Educating daily creates results; periodical training never does. If you have people rejecting education, then you must reject them. Would a great coach allow certain players to not practice because they didn't want to?
10. Listen, listen, listen.
Nothing inspires people more than when they feel a manager will actually listen. People need to be respected and heard. A manager's best customers are the people they coach.
11. Get out from behind the desk.
Lead the team. People want to know that their leader is one of them. Desks can become huge barriers to communicating.
12. Don't forget emotions.
Behind all goals, dreams, achievements, and failures are emotions. Learn to tap into each team member's pleasure and pain motivators to better guide them. Coach each team member with this in mind - thoughts become words, words become actions, actions create habits, habits create results, and they are all seeking emotions.
Great leadership is essential in creating great teams. Expect more of yourself and your team will follow. The leader is the final reason for success or failure.
12 Solutions for Being a Better Leader - To learn more about this author, visit Mark Tewart's Website.
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Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
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Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Mark Tewart
(Visit Mark's Website)
Mark Tewart started in the automotive
industry as a salesperson in the early
1980s. Mark has been a Salesperson,
Leasing Manager, F&I Manager, General
Sales Manager and General Manager for two
of the largest automotive chains in the
country. He rose through the ranks to
become a General Manager at the age of 27.
Mark founded Tewart Enterprises Inc. in
1993 and has been a featured article
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Magazine. Mark has had popular programs on
ASTN(Automotive Satellite Training
Network) for several years and conducts
seminars and gives keynote speeches for
corporations and state dealer associations
around the country. Mark has also founded
sales, management and F&I Training
Academies based in Kansas City that are
endorsed by several state dealer
associations. His client list for his
in-house training programs include dealers
from all over the country and several of
the largest dealers in the country. Mark
is also a partner and National Marketing
Manager for AutoSalesPro, Inc., a computer
company providing the most advanced
software solutions in the Automotive
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