• Employees have changed in the last 50 years...

    Employees have changed in the last 50 years...
  • ...shouldn't your management style?

    ...shouldn\
  • Success-Driven Advice

    Success-Driven Advice
  • Collaborative Leadership

    Collaborative Leadership
  • Remove the Blinders and Become a Visionary Leader

    Remove the Blinders and Become a Visionary Leader

How Do I Show a Gap on My Resume?

    I left my job in March 2013 (my boss was the king of all a-holes and I just couldn’t take it anymore).  Since then I’ve been looking for a job (except for a three-month period where I was diagnosed with ovarian cancer, had the surgery; which was completely successful and recuperated). Now that(…)






The Three Cs of Phone Skills Mastery

  While I tend to do a lot of phone training, it’s not my favorite skill to teach. This is not because my phone skills training lacks substance or robustness or even uniqueness – it provides all three (and you can even get most of it for free online) – it’s because that no matter(…)






Delta Comfort+ is not exactly First Class Lite

  Although presented as a sort of a “secondary first class” or a “first class lite,” Delta’s Comfort+ (nee Economy Comfort) is not as much of an upgrade as their marketing would have you believe: Sky Priority® Boarding? Okay, you might get on board quicker; that is, if you’re not already a frequent flier. Dedicated(…)






Dear Walmart: Please Train Your Own Damn Managers!

  I had a fun exchange with Walmart on Twitter last month that I believe deserves sharing here – especially given that the exchange can (I’m hopeful) remind corporations to separate my duties as a customer and their duties as an employer when it comes to training their managers. First, a little background: I was(…)






It’s the ROI, Stupid

It’s All About the ROI Every now and then I find the automotive digital marketing controversies and handwringing on sites like LinkedIn, DealerElite.net and others to be both humorous and disturbing. Humorous, because it’s really not all that complicated (yet some people insist on adding drama to everything); and disturbing, because no matter what the(…)






Rules Matter: How 5 Simple Rules Stop Car Salespeople from Skating Each Other

5 Simple Rules… for Eliminating Skating Forever If the only place you’ve ever worked is for one of America’s car dealerships, then you may not be aware that other industries don’t reward those who steal from their coworkers. Only dealership employees enjoy the added perk of being rewarded for cheating each other at will. We(…)






Yippee! We’re Above Average!

  “What’s the Average Closing Percentage for Automotive Leads 30, 60 and 90 Days Old?” I recently received a variation of this question from a visitor to my free video training website; and given that many automotive managers, salespeople and BDC agents likely have the same question, I thought I’d post my original answer here,(…)

How to Get Ahead While Winning Over the Backstabbing Jerks at Work

Perception is reality. I wish I was the first person who ever uttered this unbelievably accurate view of the world. I guess I almost could have been the first, since the quote is most often attributed to political consultant Lee Atwater (who is only twelve years older than me). I find that odd, of course,(…)






What I Sincerely Hope My Local Car Dealer Can Learn From Tire-Rama

Before diving into this topic, I want the readers to understand why dealerships are so near and dear to my heart. While it’s true that I run a small company that provides technology and advertising services to lots of industries; I actually enjoy being in and working with car dealerships. You read that right: I(…)






The Secret to Setting Appointments that Show

  Did you know that there is a secret to setting firm appointments that will actually show up at your dealership? Not only show up, but actually arrive on time? There is. There is a secret; and most salespeople and managers have no idea what that secret is. The secret is this: You have to(…)






What’s the Best Internet Sales Structure for My Dealership?

  At virtually every dealership 20 group I address, at least one dealer will ask the question I hear most often with respect to internet sales: “What’s the best internet sales structure for a dealer today: End-to-End; a BDC; or giving the leads to the floor?” I’ve been asked this question over and over again(…)






The First and Most Important Step to Doubling Your Lease Portfolio

In a recent article I posted, I discussed the five things car dealers can do today to ensure they stay on top during the next down market; and one of those five was to increase your lease portfolio. In the post I explained why increasing lease penetration was important, but I didn’t give any tips(…)






The Five Absolute “Musts” for a Successful Automotive Sales BDC

  If you’re like most car dealers I speak with lately, you’re either looking to add a Business Development Center (aka BDC) or trying to find ways to make your current BDC more successful. If that describes you, then there are just a few simple “must haves” that are truly non-negotiable if you’d like your(…)






7 Fast Facts from 425 Car Dealer Mystery Shops

At PLADOOGLE, we just published a white paper detailing our extensive mystery shop study that looked at how well dealerships responded to our internet inquiries over the first 30 days. We read and graded every email and listened to and graded every voicemail. Here are Seven Fast Facts from 425 Car Dealer Mystery Shops: We(…)






Become the Expert Without Becoming the Asshole

(WARNING: Salty language ahead. Do not continue reading if you plan to complain about the choice of words used in this post – they were chosen with great care to evoke a very specific meaning. Originally published by The Manager on LinkedIn.) Nobody likes a know-it-all. Nobody. I’m not talking about the know-it-alls who actually(…)






Delta Zones and the Ubiquitous Gate Crowders

  Gate crowding (rushing the departure gate for your flight as soon as any announcement has been made) is both an art form and a completely insane waste of your time… and mine. Let me start this post with a quick axiom: We’re all going to arrive at the same time. Knowing this, please sit(…)






How and When to Quit Your Job

  We recently received the following question/request from a reader: How do you approach your manager? I was offered a better position at my company and also had another interview elsewhere. I took the job at my company, because I hadn’t heard from the other company. I just got a call from the other company(…)






Some Well-Intentioned Managers Kill Employee Morale

Guest Posting by Charlie V. We all know where a road paved with good intentions leads to. Often, as managers – and as human beings in general – we believe our virtuous intentions equate to virtuous outcomes. It is only natural: we know that we mean well, so shouldn’t the results of our actions follow(…)






92.6% of LinkedIn Users Believe Made Up Statistics

92.6% of LinkedIn Users Believe Made Up Statistics If you’ve spent any time at all on LinkedIn, you’ve no doubt been exposed to some terrific statistics about how perseverance pays off for salespeople. These stats, courtesy of a National Sales Executive Association study, detail some shockingly stark data that prove the average salesperson is lazy and(…)