Levels of Expectations!
I would think we all have certain expectations of ourselves and those close to us, spouse,children,best friends etc.During the holiday season those expectations could cause stress and even illness.
The expectations I'm referring to here are those from our business lives, the ones we put on ourselves and others.
Do we actually expect enough from ourselves? Do we lower our expectations of others based on their current position in the dealership? Isn't it true that normally we will receive just short of what we both expect from ourselves and others?
....My Question and Challenge then is.......Shouldn't we Expand By Demand and what levels of expectations are there in your business life?
Replies to This Discussion
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Permalink Reply by Ernie Kasprowicz on
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I think you may be right. We get caught up in past results and begin to pigeon h*** people and thus our expectations. It seems to happen in all walks of life where a person leaves one place of employment and thrives where previously they may have been an also ran. I believe it is the people around them as much as it was the person themself. If we look at ourselves and the people around us I am sure if we expect more we will get more.
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Permalink Reply by Craig Lockerd on
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Lets raise each persons level....wont that it turn raise ours?
Ernie Kasprowicz said:I think you may be right. We get caught up in past results and begin to pigeon h*** people and thus our expectations. It seems to happen in all walks of life where a person leaves one place of employment and thrives where previously they may have been an also ran. I believe it is the people around them as much as it was the person themself. If we look at ourselves and the people around us I am sure if we expect more we will get more.
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Permalink Reply by NANCY SIMMONS on
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Where are we setting our benchmark? Too many things today are charted where the benchmark is set at "average"! What is average? We think if we are in the vicinity of average or above, we are doing an "okay" job! What is average... A good grade at failure or a poor grade at success could be called "average". Well 50% are doing worse and 50% are doing better, one could say!
Set your benchmark at EXCELLENCE! This EXCELLENCE I speak of is doing the best that you possibly can do, according to your personal and 'unique to you only' aptitude! Once you set that benchmark, strive to exceed EXCELLENCE by at least 10%. Have you ever been in a conference when the speaker ask everyone to raise their hand as high as they can and hold it up there? Then they say, okay, now raise it just a bit more...and we can!!!! This is how I define seeking to achieve 110% of your benchmark determining your point of EXCELLENCE!
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Permalink Reply by Ernie Kasprowicz on
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It would have to, yes.
Craig Lockerd said:Lets raise each persons level....wont that it turn raise ours?
Ernie Kasprowicz said:I think you may be right. We get caught up in past results and begin to pigeon h*** people and thus our expectations. It seems to happen in all walks of life where a person leaves one place of employment and thrives where previously they may have been an also ran. I believe it is the people around them as much as it was the person themself. If we look at ourselves and the people around us I am sure if we expect more we will get more.
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Permalink Reply by Brad Alexander on
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Hey- if you expect nothing you will never be disappointed! I'm kidding of course. Raising expectations is important of course. I'm going through this with my current staff some of whom figure since it's December it's going to be slow so deal with it. It's vital that with expectation comes direction, coaching and accountability. We can't just wait till the end of the month and see what happens. Daily feedback is huge, the truth is we can't manage the results, we must manage the activity. What are they doing to get in front of enough people so they can demo enough to write enough to sell enough? Micro-goals to get to short term and then long term goals. Then, as my boss tells me, inspect what you expect.
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Permalink Reply by Craig Lockerd on
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....Thats right Brad,This season is a perfect excuse for so many people to lose focus...I know the people that have commented so far here agree that Christmas is about a special Birth.....yet it seems most people use the season,the entire month to excuse themselves from performance of what is expected of themselves.
Brad Alexander said:Hey- if you expect nothing you will never be disappointed! I'm kidding of course. Raising expectations is important of course. I'm going through this with my current staff some of whom figure since it's December it's going to be slow so deal with it. It's vital that with expectation comes direction, coaching and accountability. We can't just wait till the end of the month and see what happens. Daily feedback is huge, the truth is we can't manage the results, we must manage the activity. What are they doing to get in front of enough people so they can demo enough to write enough to sell enough? Micro-goals to get to short term and then long term goals. Then, as my boss tells me, inspect what you expect.
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Permalink Reply by Craig Lockerd on
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Ave= Best of the Worst!
NANCY SIMMONS said:Where are we setting our benchmark? Too many things today are charted where the benchmark is set at "average"! What is average? We think if we are in the vicinity of average or above, we are doing an "okay" job! What is average... A good grade at failure or a poor grade at success could be called "average". Well 50% are doing worse and 50% are doing better, one could say!
Set your benchmark at EXCELLENCE! This EXCELLENCE I speak of is doing the best that you possibly can do, according to your personal and 'unique to you only' aptitude! Once you set that benchmark, strive to exceed EXCELLENCE by at least 10%. Have you ever been in a conference when the speaker ask everyone to raise their hand as high as they can and hold it up there? Then they say, okay, now raise it just a bit more...and we can!!!! This is how I define seeking to achieve 110% of your benchmark determining your point of EXCELLENCE!
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Permalink Reply by Paul Hardy on
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Some times the bar is set too low. When I 1st came into the car biz we had a 12 car min. For those of you that have been in this for a while you know what I mean. The problem, if there was one, was that most of the sales people had 12 at the end of the month, imagine that! If the bar was at 10 most did 10, hmmmmmm. There is a glass ceiling.This situation is referred to as a "ceiling" as there is a limitation blocking upward advancement, and "glass" (transparent) because the limitation is not immediately apparent and is normally an unwritten and unofficial policy.
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Permalink Reply by David L Hoier on
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Craig Lockerd said:Maybe we need to go back to our youth. Did any of us want to average? Weren't we all in our minds; rock stars, movie stars, athletes winning the big game. When I was young we still played cowboys and indians, but no one was just an indian, everyone had to be a chief. Somewhere along the line we started to "settle". We settled for less and began to accept less. We need to go back to those times when we would only settle for the best.
Ave= Best of the Worst!
NANCY SIMMONS said:Where are we setting our benchmark? Too many things today are charted where the benchmark is set at "average"! What is average? We think if we are in the vicinity of average or above, we are doing an "okay" job! What is average... A good grade at failure or a poor grade at success could be called "average". Well 50% are doing worse and 50% are doing better, one could say!
Set your benchmark at EXCELLENCE! This EXCELLENCE I speak of is doing the best that you possibly can do, according to your personal and 'unique to you only' aptitude! Once you set that benchmark, strive to exceed EXCELLENCE by at least 10%. Have you ever been in a conference when the speaker ask everyone to raise their hand as high as they can and hold it up there? Then they say, okay, now raise it just a bit more...and we can!!!! This is how I define seeking to achieve 110% of your benchmark determining your point of EXCELLENCE!
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Permalink Reply by Richard Emmons on
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Great expectations are often expected and often intended. The 30 unit guy / gal we think is the best. The person that prospects and delivers may be less however if they are getting cars sold by pumping in some extra found deals, isn't that expected by all? It is not just the top unit producer after all in most dealerships they usually get triple the ups. How many do they blow through? I bet it is more than the prospecting great CSI person that gets many people in month after month. Expect a lot from everyone. Demand customer relations and the count will come.
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Permalink Reply by Richard Emmons on
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Right on Paul!!
Paul Hardy said:Some times the bar is set too low. When I 1st came into the car biz we had a 12 car min. For those of you that have been in this for a while you know what I mean. The problem, if there was one, was that most of the sales people had 12 at the end of the month, imagine that! If the bar was at 10 most did 10, hmmmmmm. There is a glass ceiling.This situation is referred to as a "ceiling" as there is a limitation blocking upward advancement, and "glass" (transparent) because the limitation is not immediately apparent and is normally an unwritten and unofficial policy.
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Permalink Reply by Richard Emmons on
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So true Brad. I always liked stores that put bonuses on the most appointments from referrals and the most test drives, all in the first two weeks of the month. That can almost make sure the end is there. The big push at the end of the month is only as good as the start.
Brad Alexander said:Hey- if you expect nothing you will never be disappointed! I'm kidding of course. Raising expectations is important of course. I'm going through this with my current staff some of whom figure since it's December it's going to be slow so deal with it. It's vital that with expectation comes direction, coaching and accountability. We can't just wait till the end of the month and see what happens. Daily feedback is huge, the truth is we can't manage the results, we must manage the activity. What are they doing to get in front of enough people so they can demo enough to write enough to sell enough? Micro-goals to get to short term and then long term goals. Then, as my boss tells me, inspect what you expect.
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