‘Old Fashioned’ Sales Technique Best for Customer Retention

What makes a loyal customer? For the moment, forget about loyalty programs, rewards points and coupons. When it comes down to it, the reason...

Building Your Leadership Team: 3 Power People You Can’t Do Without

Starting today, you can increase the effectiveness of your sales team. If you are leading a sales team of more than a few people, I...

Six Ways To Increase Dealership Sales 25% Without Adding Expense PART 2

Any dealer can increase sales 25% within 90 days through Total Opportunity Management. Total Opportunity Management is a process that provides dealers an efficient...

Uncovering Opportunity Makes an Elite Sales Force

To uncover is to discover or reveal what has been hidden to your eyes--so, to uncover opportunity is to reveal "an amount of time...

The REAL Secret to Online Sales Success

People want one thing, and they want it now: INFORMATION. We in the industry are taught to holdback as much as possible. Do this,...

How the Best Managers Create Culture of Belief and Drive Big Results

Why is culture important? Productivity. Profitability. Retention. Now do I have your attention? Corporate culture is not just the latest buzzword in the industry....

10 Tips To Being An Effective Leader

Good leaders all have one thing in common: They understand context. It’s a bit like parenting. You wouldn’t talk to a 7 year old...

Long Term or Last Time – Which Do You Focus On?

Service does not always get the respect it deserves in the dealership. At its worst, it’s “Us vs. Them” mentality with the sales department,...

Lead or Be Lunch – Leading Effectively During Change

You’ll find hundreds upon thousands of blogs offering leadership advice, but in your search for the best words of wisdom on the web, you...

10 Reasons You Should Lease a Car, Not Buy One

I have been around the auto industry for 30 years. I know the ins and outs of it well after working with the top...

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Leading With Level One Accountability

There are four levels of accountability in any organization, and within the departments of that organization. And while each department and the organization itself...

What Does a Sales Manager Look Like in 2019?

The reason this is so important to me is because as management goes so does the culture of the company. The management team sets the...

Dealership Layouts: What’s Most Effective?

This seems to always be a great topic to discuss because there are truly many strengths and some weaknesses in each area. In this...