Management Training

Car Dealerships and Culture in a Flattening Market






  If you examine the average dealership’s sales from 2010 through 2016, you’ll notice that they steadily grew year-over-year. Of course, the average dealer grew because the market grew; and while everyone saw sales increases over that period, only a small percentage of dealers experienced an actual increase in their market share.   Interestingly, during this same period, most dealers(…)






The Worst Boss Ever, Yoda Would Be






The Worst Boss Ever, Yoda Would Be I’ve been thinking about this for a long time. People worship Yoda as some Svengali or Jedi Master or something; but in all honesty, a pretty crappy boss he’d make, if at your job, he was in charge. If you’re a Star Wars fanboy, you’re going to have(…)






The Best Pokemon GO Marketing Strategies for Car Dealers in 2017!






  Ha, just kidding… There are no viable Pokemon GO marketing strategies for car dealers to employ in 2017 that will provide them with any kind of advantage or genuine ROI. STOP CHASING SHINY OBJECTS! If you’d like to make a difference with today’s connected customers, you should check out the recording from the Undeniable(…)






For Car Dealers, Training is not a Panacea; It’s a Punchline






  Sales are flat – we need more training! Turnover is up – we need more training! Grosses are down – we need more training! We just got a bad review – we need more training! Salespeople aren’t making their calls – we need more training! I can almost hear Jan Brady now: “Training, training,(…)






Car Dealer Free Training Cheat Sheet






  Cheat Sheet for Free Car Dealer Training Resources About once a week I get asked if there is a place where someone can go to see all of my free training resources cataloged in an easily digestible format. For car dealers looking for just video training, we created a Suggested Training Curriculum for Car(…)






Hey Mr. Dealer: You Don’t Have Sales Managers; You’ve Got Deskers!






You Don’t Have Sales Managers; You’ve Got Deskers! Most dealerships I work with seem to suffer from too few managers. They don’t have enough managers to control the sales floor, monitor phone calls and other activities, oversee the basic Road-to-the-Sale, ensure the CRM is being used properly or even train their own sales teams. Why(…)






How To Stop Turnover & Eliminate Staffing Issues Forever!






The Solution to the Never-Ending Car Dealer Staffing Problem So much has been written about the decades-long issues of turnover and staffing in automotive retail that I continue to be amazed when I read headlines like this one from Automotive News recently: Dealership turnover squeezing profits – NADA study spotlights struggles in recruitment and retention How(…)






How America’s New Car Dealers Can Prepare for the Coming Autonomous Vehicle Disruption






  As I wrote in 2015’s Self-Driving Cars: the Winners and the Losers, new car dealers will be among the “Obvious Losers” when, not if, self-driving vehicles become ubiquitous. However, I also predicted that this evolution wouldn’t likely begin impacting new car dealers before 2025.  My timeline has actually contracted a little in the last(…)






Your Website Has Only 2 Goals






  I hate to break it to you, but if you run a for-profit business – like a car dealership – then your website has just two important goals: Goal #1 – Attract Visitors Goal #2 – Convert Visitors Sorry, that’s it. Attracting and converting visitors are the only real value your website provides and(…)






The Game Changer: Undeniable Advantage Free Live Webcasts






  Undeniable Advantage marks the first comprehensive free live training that will actually deliver real-world tactics and strategies your team can employ today! Post Falls, ID – June 27, 2016 In a bold and broad effort to change how businesses receive valuable and actionable training, the leading digital marketing and sales training expert in automotive(…)






Car Dealer Internet Sales: It Really Ain’t All That Hard






Stop Overthinking Internet Sales: 7 Simple Strategies for Closing More Deals Today! The perception of internet sales for many dealers and traditional sales managers is that it’s still a confusing area best left to those who are more “technologically proficient.” Moreover, industry vendors, other so-called experts and even some trainers continue to profit in keeping(…)






ZMOT, Big Data, Micro-Moments and the Overthinking of Everything






  As my friend Jeff Kershner so eloquently Tweeted last week: “A few years ago everyone was going BONKERS over ZMOT and now going BONKERS over Micro-moments. It’s like breaking up a turd into pellets.”   A few years ago everyone was going BONKERS over ZMOT and now going BONKERS over Micro-moments. It’s like breaking(…)






Help: I’m female, I’m foreign and I’m a new manager!






  We recently received the comment below on our Young Managers – How Do They Lead Older Subordinates post: Hi, I am a female, 28 year older manager leading a mix team of 8 people who are 15-25 years older than me in finance operations. I have slightly different situation. I am an EXPAT from(…)






Lead Response: What’s the Goal?






  (Here’s another quick, helpful excerpt from the free 2015 Car Dealer Mystery Shop Study of more than 400 dealers.) What is the Goal of Your Team’s Lead Response? What should be your dealership’s goal when responding to e-leads? If the prospect is inquiring about a specific vehicle, should your goal be to have them reconsider(…)






Empowering Your Team to Solve Problems in One Simple Step






  Six months ago I watched a service manager struggle with the amount of customer complaints he had to deal with on a daily basis. Most of the complaints were just silly, and almost all of them should have been solved at the advisor level. Unfortunately for this manager, he was really, really good at(…)






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(…)






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,(…)






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(…)






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(…)






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