Whether you're on the road like I am, or working in a showroom, you have to produce.  At the end of the month, the results fall squarely on your shoulders.  But, if you believe that you have to do it all in order to reach those goals, you'll never get there.  Clawing your way to the top is never very effective.  But, being carried to the top is not only a better way to travel, it's a faster means to an end.

While each of us needs to take full responsibility for our actions, there are no rules saying that we must take "ALL" the action.  I've said it many times before, "The difference between a professional and an amateur is that the professional knows when to ask for help."  More importantly, a professional leader knows when to give direction, guidence, and even commands.

There is a dealer I've been trying to work with for many months now.  I've followed the ads looking for sales people and they have been posted since January and continue to run.  When I talk to the dealer, I am told that they are all set and don't need someone like me coming in to show them how to hire people.  I told him that I understood and would be there for him if he ever changed his mind.  Then I asked him a question.  "Why do you think you're having so much trouble filling the same positions?"

He said that it was a mystery to him.  And, he should know.  He writes and places all of the ads.  He takes each phone call and sets up every interview.  When a candidate shows up, they are immediately shuttled into his office where he conducts the interview.  He informs each potential sales person that he will be the one conducting training and makes it well known that everyone in the dealership works for him.

I then asked him if he works all the deals with his sales team.  He laughed.  "We're a big dealer.  I don't have time for that.  This is why I have managers."

Wow!  I suggested to him that he should at least let his managers interview these candidates to see if they would be a good fit with the rest of the team.  They could help him determine what each one's potential was.  I concluded by telling him that even if he didn't see a need for a company like mine, he should at least rely on those he is trusting with his sales departments to at least have a say in who gets to work with them.

He replied that it was a nice try.  He thought I was trying a different approach to pitch him.  The reality was, I knew this would not be a good fit for my company but I still felt he might take my advice and perhaps consider me in the future.  But then he uttered the statement that ranks in my top five least intelligent things to say.  "This is the way we've always done it."

Can someone remind me what the definition of insanity is?

I don't ever want to be thought of as someone who is always trying to change how dealerships are run.  I chose to train new people for dealers because I belive that focusing on one area and doing it well would be the best way for me to have an impact.  But, without the experienced trainers working with me, and the valuable advice they give me, I could never keep the high standards necessary to deserve the trust of the dealers we work with.

I decided it's better, and many times it's even easier to reach your goals as a team than to try and "protect" what you have.  A hand closed around it's possessions may squeeze so tight that some of it will fall away.  An open hand always has room for more.

John Fuhrman is the Senior National Trainer for Carolina Automotive Resource Services, a unit of The Dealer Resource Group.  His ten books have reached 1.5 million readers and he has trained sales professionals around the world.  When your dealership needs amazing results hiring new people, visit http://www.thedealerresourcegroup.webs.com.   ATTENTION DEALERS:  VISIT OUR WEB SITE AND REGISTER TO KEEP UP ON MONTHLY TRAINING SAVING SPECIALS.  Our trainers are ready to show you our "WOW!" factor.  (c)2011 by John Fuhrman - Permission to reprint this post in its entirety, including contact information, is hereby granted.