Today’s dealership consists of many moving parts. That hectic environment can sometimes make it seem daunting to manage the time of not only one’s self, but also the employees inside the dealership. There are a multitude of methods to do this, but it may not work similarly for everyone, especially when looking at the difference between a salesperson and a general manager. However, through the use of a 6-step program, everyone in the dealership can better themselves, their time, and the productivity that they provide.

To better explain this, we’re going to look at an ideology that has been first put in place for billionaire’s, by Chet Holmes International’s Chet Holmes and Amanda Holmes. However, the reasoning behind this billionaire thought process does not matter. What does, is the ability to apply this mentality to the dealership marketplace, especially those in a sales role. Utilizing these steps will not only provide a greater productivity level, but also allow management to take notice of which employees are not making the grade. Explaining these steps, and how to accomplish them, is as follows.

1. Touch Each Item Once, And ONLY Once. The strongest employees and leaders should be able to take immediate action, no matter the task. For a dealership to utilize this, it will create less openings where leads can fall through the cracks. Essentially, the ideology behind this is simple, whether it is an email, phone call, meeting, etc.; Take it. Deal with it. Or Delegate it. This may seem simple, but dealership employees can be somewhat procrastinating. This process can, from a management aspect, spear through employees who cannot adapt because of laziness.
2. Make A Detailed List. While life inside the dealership can be sporadic, and make it seem as if scheduling can be somewhat difficult, it is not. Simple. Making a list of the top items to be completed that specific day, to-do’s in essence, can dramatically influence the level of productivity of every employee. As in most industries, every day will be different than the previous day, but having a plan of what a salesperson can accomplish at the beginning of the day prevents a lack of completion, and opens the door for more contact to be made to leads. Creating greater conversion. And most importantly, the chance to sell more cars.
3. Allocate Each Task A Timeframe. Once the lists have been made, for instance calling leads, setting a specific timeframe for the task gives the employee a structured setting. When this is practiced, it acts much like a class. Which puts deadlines on each task. Again, and this will be a constant, it will create an accountability that otherwise could be lost in the dealership setting.
4. Plan The Day Out. With daily items listed, and time allocated, planning the day out becomes easier than ever before. This will give sales personnel, especially, the chance to set certain items at a more convenient time, rather than punching in and making calls when in fact, that time may be less convenient for the consumer. Having the plan in place, items can be marked off when completed, and give management a transparent look into the daily happenings of their employees.
5. Prioritize What Is Important. Each task can seem very important, but the fact of the matter is, many items on a salesperson’s desk are not important. Realizing what is and what isn’t is the first step to putting aside tasks that are not needed, one's that create wasted time. When it comes to large vs. small projects/tasks, if there is a prioritization around larger projects and tasks, it will actually create time to work on the smaller items.
6. Throw Things Away. Too many items are simply paperweights on the desk and memory taking up space on the computer? There are a plethora items that employees save that will never be referenced again. To better help create more time for what’s truly important, employees must have the confidence to throw things away. If employees, management, owners, etc., ask themselves if everything is necessary, odds are they will find many items are not.

These items are meant to target more productivity, and close the door on wasted time. If one employee wastes one hour every day, after one year an employee has wasted 260 hours. Which is 7 days of work. There should never be an employee, no matter the level, that is allowed a weeks worth of wasted time. It hurts the dealership as a whole, and its ability to grow. When this step-by-step process is implemented, not only do the employees' time and productivity improve exponentially, the customer wins. There will be more of an effort to provide a better customer service. Whether many would admit it or not, when the sales staff is more productive, they are better to work with. Productivity can create a happier environment. Happier employees provide a better customer experience. Sales increase, positive reviews are generated. It’s simple.