Digital Dealer - February 2019 - 16

D E A L E R OP S & M ANAGEM ENT: L e a d e r shi p Continued from pg. 15

HAVING FAITH AND EXPECTANCY THAT WE CAN
REACH NEW GOALS SUCCESSFULLY IS THE IGNITION
OR STARTING POINT FOR THIS ADVENTURE."
morale. This is the major
contributing factor for what
is and has been creating
such a bad reputation for the
car business. Remember,
our prospects are watching
this interaction and body
language as well and in doing so they are developing
personal opinions about us.
In these interviews with
dealers, whether it was
selling new or pre-owned
vehicles, it became rather
obvious to me that most
dealers have the exact same
problem when it comes to
developing a Navy Seal-like
trained sales team. And that
is they all needed to have
one 'advocate' in the store to
be in charge of the growth,
training, and well-being of
that team. Not just in charge
but totally accountable and
responsible for the increase
in sales knowledge and
training, motivation, encouragement, providing assistance, consistency, vision,
team building and process
fulfillment. Yes, it's a big list.
But real advocates are not
shy about the grand prosects of goal attainment and
have unshakable confidence
in shooting for the gold medal podium, so why would this
task give them any reluctance in the least? However,
faith without corresponding
action is dead in the water. It
will take you nowhere except
disappointment. Faith and
action together can provide
16

FEBRUARY 2019

immeasurable good works.
A dealership advocate will
be your guide planning the
success route by developing, showing the route, and
leading the team to the right
destination.
ARE YOU A GAME
CHANGER OR
BENCHWARMER?

Remember David and
Goliath? David, a shepard

pales our problems a bit.
Having faith and expectancy
that we can reach new goals
successfully is the ignition
or starting point for this adventure. Following through
consistently with expecting it
to happen attitude is the engine to make it happen. All
too often many dealerships
are believing one thing but
their actions are demonstrat-

THERE IS A VAST
DIFFERENCE BETWEEN
KNOWING AND DOING.
JUST MAKE SURE YOU
KNOW WHAT YOU ARE
DOING AND THEN DO IT!"
boy was faced with an
incredible challenge; to
fight to the death one of the
biggest well armored men
of his time and beat him.
David came forth with a
full faith composure boldly
stating he would not only kill
this giant but he would put
his head on a stake for the
birds to eat. And, by the way
he claimed he was going
to do it with a slingshot and
a stone. David could have
easily chosen to sit this one
out on the bench, but he
elected to become a Game
Changer instead. Talk about
having faith amidst facing
such a huge challenge and
at the same time expecting
his goal attainment. Sort of

D I G I TA L D E A L E R . C O M

ing the exact opposite.
Success formula is:

CONSISTENT
EXPECTATION + ACTION
= GOAL ATTAINMENT.

The advocate selection
problem as stated by these
dealers were for the most
part the same:
 Who in my store should
become the advocate?
 What resources should
the advocate have at his/her
disposal to create business
improvement, and finally...
 Will they stick with it?
WHO SHOULD BE THE
ADVOCATE IN YOUR
STORE?

Any leader, sales manager, GSM, GM, or owner/principal who fills the following:

One who get things done
successfully, thus separating them from those who
merely dream about it. The
difference? An attitude of
total faith, commitment, and
action that seeks uncompromised expectant success
in the face of any problem
- and is willing to pull out all
the stops to go for the gold.
I particularly like the
following quote regarding leaders: "Leaders are
pioneers - people who are
willing to step out into the
unknown. They are people
who are willing to take risks,
to innovate and experiment
in order to find new and
better ways of doing things."
- James M. Kouzes
& Barry Posner
The advocate needs to
know how to work well with
his or her team members
and as a consequence the
people will be eager to be
led to new soaring heights
of success. They have
to understand the group
dynamics and be able to be
flexible and adaptable to the
multitude of personalities. If
I owned the store, I would
additionally compensate
this advocate to take on this
significantly important role.
When all the tools are implemented properly, you can
expect a 3-6 unit increase
per sales professional along
with higher gross profits
quickly so to compensate
the advocate is a small price
http://www.DIGITALDEALER.COM
Digital Dealer - February 2019

Table of Contents for the Digital Edition of Digital Dealer - February 2019
