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Posts with learn tag.
The Letters Of Success…Acronym Style (Sort Of)

It's important that, from time to time, we stop to focus on the principles behind the goals we're aiming for in business and delivering the best customer experience. No matter what you're selling, you have to believe in what you do 110% and your business needs effective management, tools and support. Success comes from doing things over and over again, learning perpetually, listening intently and doing those things always.

Too often in 'our' industry there is a reluctance to look forward since the 'past' worked so well (sounds like a cop out to me!). In an attempt to bring us back to reality, here are some ways to think about the fundamentals in a way that hopefully works for you…

Practice
Responsible
Overall
Customer
Engagement through
Sales and
Service

Being
Responsible
Advocates of
Name and
Dedication

Keep
Nearby:
Opportunity
Willingness
Listening
Education
Dedication
Guidance and
Experience

Total
Employment of
Comprehensive tools
Handling
Needs:
Ongoing
Loyalty
Outreach and customer
Generation for
You

It's a must for suppliers, not just retailers:

Validate
Every
Need and
Direction
Of your
Retailers

This one is a little blatant (and selfish) but you'll surely get the point:

Considered
Other
Non-performing,
Senseless ways and
Ultimately
Learned
That I
Absolutely
Need
To hire one

All humor aside, it is critical to aim for success, build environments for success and be part of success. Remember that you don't find success (and it doesn't find you), you create it. One of the most niche products I've come across in the past 20 years is Camelback's hydration pack. They carved out quite a following. Their slogan? "Hydrate of Die". True: if you don't hydrate, you will die! And if you don't find a way to learn, do things differently (not just for the sake of it) and plot your course for success, you will die. Failure is part of success. Resistance, running, avoiding and simply burying your head in the sand, however, are futile.

Lead, be great, plan and succeed!

Best practices: Professional Insight, Powerful Results

June 15, 2009 by Gary May 0
Res Firma Mitescere Nescit…And How To Keep It Up

If you've seen the movie, you know the line. It's not earth shattering, but it was more than a decent movie. American Flyers came out in post-LA Olympic 1985 and starred Kevin Costner (very pre-Waterworld), David Grant (as his younger brother), Jennifer Grey (Dirty Dancing), Rae Dawn Chong (yes, Tommy Chong's daughter), Alexandra Paul (Baywatch), John Amos, Robert Townsend (plenty of star power there) and an otherwise strong cast.

When the brothers walk into the sports institute, the character played by John Amos (who heads the facility) reads the slogan hanging up above the various people working out "Res Firma Mitascre Nescit". David asks him what it means and he loudly proclaims "Once you've got it up…keep it up!" and then proceeds to yell at the contingent of sweating people "Right?!!" to which they all reply "Right!!".

While the movie has nothing to do with car sales, it has everything do to with perspective, attitude and belief. In regularly spending time with dealers, it amazes me how many salespeople don't keep a sharp mind and eye, let alone know the fundamentals of process and success. Sometimes I'll randomly select a salesperson and ask about their goal setting. Invariably we'll sit down and the first real question they're typically asked is "how much do you want to make?". Once they (sheepishly) reply, the very next question is "how many sales does that take you and how many leads to you usually need to work to get there?". You can guess the answer 99% of the time.

Successful people always find a way to keep it up. Sure, down times happen and you might even catch a leader in a true slump. I've been in weekly sales meetings where the store is down and the top unit (and usually gross) performer is upset with their sales performance even though they are still in the lead. Like clockwork, a person with significantly less to talk about will pipe up, usually with "I'll take those sales any day".

See, the thing is that goal setters hold themselves more responsible than any sales or general manager ever will. They have an idea of what they need to do in February come January 28. They don't need to be pushed into reality on February 21 when they're on the bubble at 3-5 units. Most of them will also have daily goals and tasks that they make sure are complete before they leave as well as writing down the next day's activities.

If you're in a sales tailspin or simply finish 2 or 3 units down from where you want regularly, there are a few things that you can do that will likely get you, well…up!

  1. Work your leads as if they'll close within 72 hours (create action and excitement)
  2. Regularly and effectively touch base with your clients (yes, on top of the 'stuff' the store sends)
  3. Set, adjust and maintain daily, weekly and monthly goals (copy management for accountability)
  4. Track everything you do. It's a pain…do it (don't resort to memory, even if you're 25)
  5. Educate and refresh yourself on products and services (do your own walkarounds if you need)
  6. Eliminate habits and poor performance activities, period (listen to motivational CDs or read)

A few of my contacts have even gone as far as paying for software and/or services out of their own pocket since the dealership won't pay for them, but they know that having them is one of their keys to success. Not letting anything stop you from reaching your goals is what successful people do every day!

Remember that when you're not learning, you're dying. Don't let your thunder be stolen by circumstance, a boss, a coworker, a client or the media. Make sure you can easily identify what you expect to happen every month and take the steps to ensure you're on the cause side of the equation. Oh, and once you've got it up…KEEP IT UP!

Best practices: Professional Insight, Powerful Results

January 6, 2009 by Gary May 0