THE DISCIPLINE OF GETTING THINGS DONE:

The issue of deficiencies and production is NOT auto dealer specific it is BUSINESS specific. The answer FOR MORE itself comes down to checking testing and then rechecking execution process of the personnel. A leaders goals or objective should be to get their people to WORK daily to attain the goals or objective of the business.

1. Does the business owner have clear goal(s)?
2. Do the employees/departments know clearly what that is?
3. Are they empowered to solve the problem?
4. What are the specifics steps needed to resolve that issue(s)
Did the employee write the plan to solve the "issue". Does the employee own the problem? Does the boss THEN approve the plan, and make recommendations?
5. Does the owner review and approve the plan of attack.
6. What specifically are the rewards for the WIN and what specifically are the consequences for failure.

If the action plans approved at every level and employee written with clear measurable GOALS and rewards and consequences then failure can only be one or two things. BAD PLAN, which we an always rewrite but more often the case failure occurs because the execution of the action plan was not followed.

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Comment by Brian Perry on January 19, 2012 at 12:23pm

Chuck, I have found and used a process "plan" that works for most all problems in the dealership's front end. This applies to training, rdr numbers, aged inventory, contracts in transit,,,whatever. It is a cultural process that satisfies "whats in it for me"(which is the underlying problem in all untrained unmotivated employees).

Try implementing this attitude. Sell them on the 3 levels of effectiveness.

Level 1) You show up. You do the job exactly as you’re told to do it; nothing more, nothing less. You get a little better.
Level 2) You show up. You do the job, and you target certain tasks that’ll help you toward your goal. You work the process (ie training, numbers, gross, contracts in transit vehicle receivables ect), push yourself, think about technique. You get a lot better.
Level 3) You show up, having thought about how today’s actions fits into the larger goal. You work very hard, pushing yourself into the discomfort zone over and over, with full commitment. Later, you reflect/analyze/critique your performance with a cool, objective eye. You get a LOT better, creating what can be called “the quantum leap.” This leads to lightning quick results. Isn't this what all "car people"want?