How To Solve Dealership Turnover & Staffing Issues Forever (PART 5) TRANSCRIPT: All right, let’s do another rule. “Thou shalt use the CRM.” Some of you have salespeople who are paying through the DMS, right? That’s how we pay them. They sold 12 in the DMS, but if I was to go into CRM and look […]
How To Solve Dealership Turnover & Staffing Issues Forever (PART 4) TRANSCRIPT: How about this one? Every dealership I work with, when I walk in the first time, their floor won’t make sales calls. Let me clear. Your floor is not making sales calls, so let’s put in, “Thou shalt make your calls.” There’s great data […]
How To Solve Dealership Turnover & Staffing Issues Forever (PART 3) TRANSCRIPT: All right, so why business rules? Why do good businesses have good business rules and why do rules even matter? Let me tell you this. Good people want, good employees want and even need guidance and rules and structure and boundaries. They really do. […]
How To Solve Dealership Turnover & Staffing Issues Forever (PART 2) TRANSCRIPT: Where are we? Where are we with turnover and staffing, and how did we get here? Well, it’s 2016. It’s crazy that we’re still talking about this stuff, right? You’ve seen the headlines. There was a great article by Jamie LaReau in Automotive News […]
How To Solve Dealership Turnover & Staffing Issues Forever (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another Steve Stauning Short and Sweet video training lesson. Today’s lesson: How to solve your dealership’s turnover and staffing issues forever and without spending a dime. Now let’s be very clear. If you can solve your turnover and […]
Today’s Lesson: Choose Your Words Carefully Remember when actions actually did speak louder than words? Me neither; none of us are that old. TODAY’S LESSON: An unfortunate result of the superficial nature of most everyone is that words matter more than actions… and likely always will. Understanding this and using it to your advantage […]
Today’s Lesson: Leaders don’t let issues fester and grow and spread – they address them as they happen. At most, mediocre managers talk about performance at the beginning of the month (when targets are set) and then at the end of the month (when targets are missed). TODAY’S LESSON: Successful leaders address performance issues […]
Be-Back Training: Getting a Be-Back to Be-Back TRANSCRIPT: Hi, this is Steve Stauning with another ‘Steve Stauning, Short & Sweet Video Training Lesson”. Today’s lesson: Getting a Be-Back to be back. This is the three minute be-back process that actually works. Now, it’s important to understand with be-back processes in our dealerships today that […]
Today’s Lesson: Leading with real process requires real commitment. Real process improvement is like working out. We all want the outcome, but few are willingto put in the effort for very long. TODAY’S LESSON: If changing your company’s culture from seat-of-the-pants management to leading with repeatable processes was easy, then everyone would do it. […]
Today’s Lesson: Find the time or find something new to do with your life. If your people don’t have enough time to provide your current customers with a great experience, don’t worry; pretty soon you’ll have fewer customers. TODAY’S LESSON: Any loser can find excuses; winners find ways to make it happen.
Today’s Lesson: Go ask those on the front lines. There’s a reason large retailers with multiple locations continue to struggle with customer service. Hint: You cannot solve this with another meeting in the corporate office. TODAY’S LESSON: Those closest to the customer have all the answers; and they’re just waiting for someone to care enough […]
Today’s Lesson: Focusing only on results ensures your team will shortcut your processes If you live in a process-driven culture, you don’t need to focus so much attention on the end product or even the bottom line. TODAY’S LESSON: Manage the activities and the results will come.
Today’s Lesson: Stop Tolerating Mediocrity “Inspect What You Expect” is a true, but wholly worthless adage. Why? Because bad leaders are the ones who most need to heed this advice; yet bad leaders NEVER INSPECT ANYTHING! (No matter how many motivational posters you have hanging around to remind them.) TODAY’S LESSON: Your team will […]
Today’s Lesson: Look in the mirror People don’t quit jobs; people quit jerks. TODAY’S LESSON: If turnover is a problem for you, you only need a mirror to find the cause.
Today’s Lesson: Disciplined, repeatable processes Most car dealers are coming off a record year that had nothing to do with strong, disciplined, repeatable processes intended to WOW their customers and improve employee retention. TODAY’S LESSON: If you don’t know how you got to the top, you have no idea how to stay there. […]
Today’s Lesson: Why You Have a BDC Why are your sales managers the biggest critics of your Sales BDC? TODAY’S LESSON: If your sales managers did their job, you wouldn’t need a Sales BDC. (Quick Caveat: Save your comments; this lesson applies strictly to automotive retail in the US.)
Simple Strategy #3: Stricter Rules Drive Higher Sales TRANSCRIPT: Simple strategy #3 for closing more internet deals today is that stricter rules drive higher sales. Simple strategy, right? Well, here’s the problem: In an attempt to reduce skating and give your team the proper credit for their contact efforts (or their use of the CRM) […]
Simple Strategy #2: Manage Internet Teams & BDCs Like Call Centers TRANSCRIPT: Simple Strategy Number 2 for closing more internet deals today? It’s simple. Manage your internet teams and BDC’s like they’re call centers. Because they ARE call centers. See, here’s the problem: Your old-school management style just doesn’t cut it when the prospect […]
Simple Strategy #1: Pay for the Performance You Want TRANSCRIPT: This is Steve Stauning with another “Steve Stauning, Short and Sweet Video Training Lesson”. Today’s lesson is – Stop Over-thinking Your Internet Sales. Now this is going to be an ongoing series. We will be adding new videos to this series so check back […]
How To Set and Sell Owner Marketing Appointments – PART 13 TRANSCRIPT: So we’re at the fourth step of the perfect appointment. This is the SHOW. It’s called ‘in-store VIP treatment’. We want to meet and greet this customer like the true VIP they are. If the managers have memorized all the details, imagine […]