Your Most Precious Commodity; “Your Team”
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YOUR MOST PRECIOUS COMMODITY;
“YOUR TEAM”
In our January issue, we talked about the component of successful operations that will dominate in this decade; “People and Process”. One of the greatest detriments in auto retailing at the moment is quality of people. If you think about it, it only takes to pay a fee at the DMV to obtain a sales license and you can start selling cars. How much has your sales training changed over the years, is it still shoving people in a room and talk about meeting, greeting, qualifying and closing. Or is it holding a Friday sales meeting and promising a pie in the sky if they sold the amount of cars that they have not even come close to before.
The end result is we go through people as if they are going out of style. We invest very little if at all to develop a staff equipped with proper human interaction training, process with champion interview tools and an organizational culture that communicates the same message by everyone all the time and do it with autonomy. |
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| Dr. Edwards Deming was a legendary success in building teams and improving quality in manufacturing plants. After World War 2 he contributed to rebuilding the Japanese economy with his philosophy of building people and developing processes. He said,” It is not enough to do your best, you must know what to do, and do your best”. He believed that we must be concerned about the “Production Capacity” and not the “production” itself. In car business we have a formula, on an average, we believe a sales person sells eight cars, so we do the math as to how many cars we should be selling and hire sales people accordingly. If we spend our time, money and energy in building people and increasing their “production Capacity”, maybe it will be a game changer and our businesses will start to flourish. |
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Dr. Edwards Deming
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| When it comes to processes, Deming said, “If you can’t describe what you are doing as a process, you don’t know what you are doing”. When was the last time you reviewed your sales process and found out that your team has been doing things differently than they have done ten or fifteen years ago, do they still have the “Four Square” and the sharpies? I bet they do. Dr. Deming also stated, “A bad system will beat a good person every time”. |
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| I urge you to start thinking outside of the box and recruit people who have the eye of the tiger and teach them how to become great and then keep them forever. Until next month, so long. |
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Best Regards, Arlan Tarhan
Phone: (310) 717 1876
Fax : (310) 883 0019
E-mail: Arlan@tarhangroup.com |
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