You Are What Your Record Says You Are
When legendary NFL coach Bill Parcells was asked about a mediocre team’s performance, he responded, “You are what your record says you are.” This statement applies to anyone who works in a performance-based business. It’s especially applicable to your sales team.
When Performance Is Measured, It Improves
Once you inspect what you expect, your employees will see that you care about their individual performance. You care about customer satisfaction. Reaching the goals you have set is important to you and therefore must be important to them.
EFG Executive Publishes Book Advising Business Professionals on Reaching Goals
Currently ranked in the top five New Releases for Women in Business category on Amazon, Chasing Bentleys equips readers to take swift, strategic action to make their goals a reality
The Top 10 Lessons of the Last 50 Years
Salespeople need to know the product. They must embrace this and focus on creating an exceptional experience for the customer, letting them try out the product, and helping them buy.
Sell or Buy First?
Who knew that Aristotle, the philosopher from Greek antiquity, struggled with the same question used car managers do: Which comes first?
Your Comfort Zones Are Killing You!
Most dealers hold their sales team accountable for their performance on a daily, weekly and monthly basis and make any adjustments. Meanwhile, their parts and service teams continue to dwell in the land of underachievers. Why does this happen?
How to Tap into Menu Moolah
Requiring a menu presentation to every customer breeds consistency and ensures that every customer is treated the same, meaning that each and every customer receives a feature/benefit presentation on all of the products contained in the menu.
Volunteering as a Hiring Guide & Benefit
I’m always inspired after reading through our contributors’ articles each month. Their willingness to share their leadership, sales and marketing advice is a testament to the generosity of our industry.
How to Use Retail Repair Orders as a Management Tool
There are many service advisors out there who are doing a great job for their customers and their dealers but, unfortunately, they are in the minority.
Is A PIP in Your Plan, Stan?
Whether you are a dealer, a general manager, a fixed operations director or a service manager you have to have a plan. Sounds simple enough, so how do you build a PIP specifically for your service and parts operations?
