A good manager is worth there weight in GOLD.

I never realized how good my manager was until years after I left the dealership. We had short 20 minute sales meetings every day. We actually did training. We did a lot of hooting, hollering clapping and some laughs . Always positive with some cash in hand to the performers.

Not every day was peaches and cream. When I did something wrong it was brought to my attention. Many times as a rookie I wasn't allowed to take another customer that day because of the same mistakes. I quickly learned.

Ken never raised his voice and you never herd a curse word. He wouldn't allow anyone to talk that way or you were confronted quickly.

Ken took me on demos, did walk around , helped me make phone calls, and took me outside the dealership to go prospecting. Not once but several times.

It was a requirement to do all the steps of a sale every time and to have an appointment every day. When asking for help with a customer Ken would ask if we did all the steps of a sale. We did the same thing every time.

I remembered delivering 42 cars that month. Ken took me outside and put his are around me and squeezed my arm. The squeeze told us we were getting it. He said you didn't demo that car and lucked out and sold it. You keep doing that crap you are going to go backwards. Then you are going to blame economy, weather , inventory , advertising everything but you. It's going to cost you sales. I thought about it for a minute and said, ok pap I will never do that again. And I didn't.

I called Ken pap because I never saw my real dad and he was the like the best dad anyone could ever ask for. I owe the guy so much for what he showed me. I loved the guy for what he was and what he stood for. Ken Ryder was worth his weight in GOLD.

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Comment by Fran Taylor on March 11, 2012 at 8:10am: Thank you Bobby I learned a lot from Ken and others like him.

Comment by Fran Taylor on March 11, 2012 at 7:54am: I have been in dealerships where the manager says I need more aggressive people. I then ask how much training is done. Usually little is my findings. I have found out it's not always the managers fault. A lot of times the dealer promotes a sales rep to manager and never gets the manager to a managers training class. I have met a lot of great managers and owners in my 26 years of training. It's the same all across America. The managers that demand the most, care the most and show the most are the most successful ones. Thanks David.

Comment by David Johnson on March 10, 2012 at 10:32pm: A good mentor (that's what good managers/leaders are) is what every young salesperson needs. They need somebody that will show them the ropes and let them know when they do something wrong. Too many salespeople get into this business and are told to go shadow the wrong person. That leads to bad habits, poor skills, and even a bad attitude. I've seen too many bright sales stars fickle out because they weren't nurtured into greatness as you were Fran. Great post!

Comment by Fran Taylor on March 9, 2012 at 12:10pm: Why thank you Marsh. I teach sales just like he taught me. I never talk down to anyone. I will never raise my voice and very seldom ever swear . And most important a big hug and you can do it works wonders. Thanks for the kind words. Much appreciated.

Comment by Marsh Buice on March 9, 2012 at 11:32am: Fran, I appreciate that-I wish I was half the manager Ken seemed to be, but I'm on the way :0 I appreciate your friendship and insight brother. You definitely walk the walk!

Comment by Fran Taylor on March 9, 2012 at 11:08am: You seem like one of those guys Marsh by the way you post good info on here.. I hope to meet you some day. Ken was a bear at times but deep down inside he was a teddy bear. Thank my friend.

Comment by Marsh Buice on March 9, 2012 at 11:02am: Great share Fran! That is what separates the Pros from the Joes. It takes more than tapping a guy on the shoulder to be The Next (Wo)Man Up. Talent may move you up, but investing [in others] will take you to the top.