Drama free zone

I'm happily married and we have four boys. This crew ranges from a freshman in high school to a third grader. There is Always a chance one of the boys are not happy with one of his brothers. Now we don't allow drama with them why would I allow it at work.

Drama in the work place is a productivity killer. We can't afford to carry team Members that thrive on drama. This is something that should be addressed quickly.

I recommend coaching in the moment. The longer you allow things to continue the more it is costing you. Drama staff chase off the good people, are unproductive and strive to effect as many staff members as they can. If your job is causing you to be a drama queen get a new job. If your boss lives for drama fire them and get a new boss/job. Don't allow the drama to suck the life out of your day. Now go make a difference today and add a positive attitude to some ones day.

Turn used equipment

To maximize your working capital you must buy used equipment the right way. It is a mind set that must change from the top down. Trent Hummel has a concept that can increase your turns and make your accountant happy. Go to www.jccservices.com to learn about a free webinar we will be hosting next week. It's time to put your capital to work for you and the dealership.

A Painless Annual Performance Evaluation

What is the time of year most managers and employees dread? You guessed it performance evaluations. You want to pick a time of year that I was always was excited to take a telemarketing call that was then. I don’t know who is more uncomfortable about evaluations the manager or the employee. I likened the feeling to a dentist pulling a child’s tooth; you don’t know who will end up with the most discomfort in the end.

Be proactive; don’t wait until four weeks away and start working on the evaluations. Make notes through out the year of successes and have your employees do the same. Insure they know what skill sets they will be evaluated on at the beginning of the year. Don’t make it a surprise and change the tool mid stream. Nobody likes a pop quiz; give them a copy during orientation and set the expectations then.

Before you start; ask everyone to give you a self-evaluation with a list of successes they have had through the year. This will fill in the blanks you have missed and help set the tone to be a positive one. Be very constructive and detailed. Don’t make vague opinions and recommendations. Tell them exactly what you’re seeing and would like to see in the future.

Above all keep everything positive. I know some of you are thinking I have someone that should be getting a negative review. I will challenge you that performance issues should be addressed on an ongoing basis and shouldn’t be a surprise on an evaluation. IF you want these to be painless don’t over look your sacred cows and team cancers all year and think you can address them in an annual review. Great leaders coach in the moment not in the future.

Good Luck and Have Fun With Them.

Sales Management 101 Are you there yet?

Sales Management

Do you get a sick feeling in your stomach when you look at your used inventory levels? I’m headed to Pennsylvania next week; we are working with some dealerships on sales management. You know the department that we manage the least.  With lower margins how can we not track this teams daily performance and hold them accountable.  Instead we allow them to dictate what we give on trades and don’t hold them accountable for the inventory. Many let them walk away and allow the dealership to take all the risk on the used equipment.

Is your team pitchers or catchers? Are they hungering for the next deal or waiting for the marketing department to get them their next sales lead.

Set the expectations.

Give them the tools to perform.

Observe and track behaviors.

Follow up and Coach.

Make it FUN.

Today is the day to look at the sales department in a different light. Don’t wait for the manufactures to take away volume bonuses to make you decide to make the sales department a profitable department every month. Lets develop those rising stars.