You don't have to have a lot of growing pains to be more successful.

 Find a process that will make you better than the competition to start and stick with it. Know the difference between a requirement and just a request. In other words this must be done.                                                                                  If you did your best to train and help the person and it isn't working, eliminate the problem so everyone knows this is what is required to work here. Have everything [ the process] written down with no grey areas. Train and retrain until everyone is on board and knows what is required.                                                                                                       It's the little things that cause major melt downs in dealerships. Not having a meeting on time or not at all. Someone doesn't do what the rest are required to do and nothing is done about it. In some stores I work with there isn't any penalty for breaking the rules. It takes 28 days to get a good habit. Get everyone on the same page and fix the problems quickly and the pains will go away. It's just a business and nothing personal so run it that way and the people will follow. 

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Comment by Fran Taylor on August 2, 2011 at 6:00pm
Thank you Mr Buice. I recently worked at a dealership where the sales reps just refused to do demos for the most part. Old pros. It's not there fault. Management is the ones who make the decision.                                     I was trying to teach prospecting but if they can't do the basics it is hard to get this prospecting going. The good news is they are making some changes after talking to the managers before I left. Sometimes a manager needs new eyes and a big bear hug and someone on there side.
Comment by Marsh Buice on August 2, 2011 at 5:05pm

Fran, I agree with you sir! Be accountable, hold them accountable and measure the results...in the end the score always goes up

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