general managers

Solve Dealership Turnover (PART 13)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 13) TRANSCRIPT: I want you to be nice. Anybody remember Dalton from Road House, 1989. All you have to do is follow three simple rules. One, never underestimate your salespeople. Expect the unexpected. Two, take it away from the tower. Never start anything inside the tower(…)






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Solve Dealership Turnover (PART 12)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 12) TRANSCRIPT: We got to learn to live the A word. We’ve got to learn to live accountability. Are we ready for accountability? Let’s agree on a few things, okay? Let’s agree that the rules that we wrote in step one, good businesses like good rules,(…)






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Solve Dealership Turnover (PART 11)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 11) TRANSCRIPT: Now let’s talk about human processes, like this one, the road to the sale. This is a road to the sale that a dealer I worked with a few years actually had and I think they’re still having in place today. With human processes,(…)






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Solve Dealership Turnover (PART 10)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 10) TRANSCRIPT: So let’s write some processes, okay? Here’s how we write processes. First we identify the goal. In the case of our road to the sale process, our goal is easy. Sell a car, right? Then we work backwards from there using simple steps. We(…)






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Solve Dealership Turnover (PART 9)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 9) TRANSCRIPT: Let’s jump into part four, processes. I want to make sure you understand about processes. Processes sell cars. They really do. More than that, processes keep people happy. They keep happy people happy and they make sad people happy. Now why do happy people(…)






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Solve Dealership Turnover (PART 8)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 8) TRANSCRIPT: Those were five guidelines, but let me give you a bonus guideline when you’re writing your pay plans. This one I feel compelled to tell you. Nobody makes too much. I see this a lot. I especially see it with vendors, but I’ve seen(…)






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Solve Dealership Turnover (PART 7)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 7) TRANSCRIPT: All right, second guideline is to pack carefully, just like going on a big trip. You want to pack carefully. Those of you not in the car business have no idea what I’m talking about, but those of you in the car business, flat(…)






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Solve Dealership Turnover (PART 6)






How To Solve Dealership Turnover & Staffing Issues Forever (PART 6) TRANSCRIPT: All right, let’s jump in to part three, the pay plan. This is tricky for a lot of you. A lot of you continue to rewrite your pay plans today. Oh, by the way, I’m not advocating a new pay plan. We’re going to(…)






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Solve Dealership Turnover (PART 5)






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(…)






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Solve Dealership Turnover (PART 4)






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(…)






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