Digital Dealer - February 2019 - 17

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."
to pay and keeps him/her in
the groove. The advocates
know if you let negativism
in, it will win, so they are
positive thinkers/doers.

WHAT RESOURCES
SHOULD THE
ADVOCATE HAVE AT
HIS/HER DISPOSAL
TO CREATE BUSINESS
IMPROVEMENT?

If you are to have a total
'in-house' sales development program solution you
better start by throwing out
all the old training manuals
from yesteryear and begin
with today's progressive
techniques. What got us
here will not keep us here.
A few dealers showed me
some of the programs they
were using and I had to
laugh because 90% of the
material was dated and useless. There are new communication approaches which
get us to where we want to
be and where the customer
wants to be. And, get this;
these new approaches have
better grosses and happier
customers. Funny how that
works.
The new techniques intertwine all the skill elements;
floor sales, phone sales/
skills, follow-up, owner-base,
internet, service sales,
emails, prospecting and
people communications
skills to enable sales/service
people to get more done in
less time with phenomenal
results in units sales and

gross profits while developing better customer relations. Nothing up the sleeve
here, just solid leading edge
2019 developmental skill
sets that have not been in
place before.
These development
sessions need to be administered on a regularly
scheduled day and time. Not
to be confused with 'sales

Yankees star Aaron Judge
to only have batting practice
once a quarter would you?
No, so keep your team practicing and increasing skill
sets and watch their batting
averages improve.
WILL THEY STICK
WITH IT?

If you are piloting a fully
loaded oil tanker moving
forward and you immedi-

THEY HAVE TO
UNDERSTAND THE
GROUP DYNAMICS AND
BE ABLE TO BE FLEXIBLE
AND ADAPTABLE TO
THE MULTITUDE OF
PERSONALITIES."
meetings' where we hand
out rebate information. No,
these are good thinking
times with no distractions.
(Half of the sales team for
a couple of hours then the
other half, so schedule
them when you have floor
coverage). Once you get
them accustomed to these
events they will look forward
to them especially when you
are well prepared with ways
to increase the sales associates' business and help
them better align with their
guests and each other.
Stay consistent and hold
these development and
leadership sessions every
week or at least every other
week. You wouldn't allow the

ately shift it to full reverse,
30 minutes later the ship
stops, before it really starts
reversing direction. Keep
that in mind when managing
your dealership. Don't keep
changing your direction.
Your organization will not
be able to cope with it. Stick
with the good long-term
processes and make it your
store's long-term plan and
have patience in getting
there. If you are a senior
manager or dealer/principal
it is your responsibility to say
we are changing to a new
store culture and we will be
training and implementing
new ways of doing things
and want everyone on board
for the journey. If you have
D I G I TA L D E A L E R . C O M

some that want to abandon
ship let them jump because
you have to have everyone
on board for it to succeed.
Failure is contagious but
success is infectious. Say:
"I'm proud of you guys,"
"You're a bunch of winners,"
"We're getting better every
day," "You'll do better next
time," reinforce success
and correct for mistakes.
You must reward success
and lead for improvement
when needed. Expect some
failures. Remember you're
dealing with human beings.
Give the people the latitude
to learn and grow but remain
firmly planted on the pathway for new and enhanced
growth. There is a vast
difference between knowing
and doing. Just make sure
you know what you are
doing and then do it!
Once you catch the
dynamic benefits of these
new improvement methods
you will never let go. To
receive additional guidelines
on how to get started in accomplishing a total in-house
development solution, so
your store can begin reaping
the rewards right now, email
a request for 'Advocate
Qualities' to Chuck@
impactgroupcrm.com.
CHUCK BARKER is
president and founder of
Impact Marketing & Consulting
Group in Virginia. EMAIL:
Chuck@impactgroupcrm.com

FEBRUARY 2019

17
http://www.DIGITALDEALER.COM
Digital Dealer - February 2019

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