Would you rather?
I was talking to a dealer that has been struggling to move the needle (in the right direction) at his store for over five years. He has had the same staff that whole time. NO TURN OVER! Yet his numbers have been dropping 10-20% each year. Many of his salespeople have been there for over 20 years.
Here is what I asked him... In the next 12 months would you rather increase your numbers by 10% with the exact same staff, or 30% but we would have to replace half of your salespeople this year?
I know what he said. What would you say?
Here is what I asked him... In the next 12 months would you rather increase your numbers by 10% with the exact same staff, or 30% but we would have to replace half of your salespeople this year?
I know what he said. What would you say?
Replies to This Discussion
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Permalink Reply by A Jay Gould on -
Classic old time established dealer problem where the dealer is much more loyal to his employees than they are to him.BUT, has this dealer put any processes in place that would require some action from his longtime employees and perhaps expose their weaknesses to the dealer?
Why not approach this dealer and ask him to establish guidelines and procedures that you know would work,set up a system to monitor the results and give weekly feedback to the dealer on what if any progress is being made,maybe even have them forecast(what a concept).
Its extremly hard to break up a family and that's probably what you have here. As a consulant I've struggled with this on quite a few instances. It requires "tuff love" from the dealer and YOU must prove to him that his FAMILY needs to shape up or move on with thier lives.
Once the dealer sees the futility of sticking with the past he may make the decisions necessary to move the "needle" so to speak, and who knows the employees in place may understand the implications and get on the ball.
© 2010 Created by Greg Goebel.
