DrivingSales Dealership HCM

In this episode of the Defining Leadership, the Driving Sales Podcast, hosts Bart Wilson and J.D. Mixon sit down with Brian Kramer, EVP at Cars.com and General Manager of Accutrade. Brian brings his vast experience and expertise to the table, discussing the latest trends and challenges in the automotive industry. He delves into strategies for effective used vehicle acquisition, the importance of digital transformation, and the critical role of AI in modern dealerships. Brian also shares insights on creating a digital culture and the impact of technology on improving customer and employee experiences. Tune in for a deep dive into the future of automotive leadership and how to navigate the rapidly changing landscape.Defining Leadership, a Driving Sales Podcast, is dedicated to bringing you the latest insights and strategies from industry leaders. Hosted by Bart Wilson and J.D. Mixon, each episode features expert guests who share their knowledge on various aspects of automotive leadership and management. DrivingSales is committed to helping dealerships thrive by providing innovative solutions and comprehensive resources. We are here to support you with all your employee management needs, ensuring your team is equipped to succeed in today's competitive market.

Introduction to Service Manager ScorecardsIn this insightful episode of the Driving Sales Defining Leadership Podcast, we delve into the essential process of creating effective parts and service manager scorecards. Hosts Bart Wilson and J.D. Mixon are joined by special guest Craig Wilson, who brings his extensive experience and expert insights to the discussion. Learn why service manager scorecards are crucial for managing your service departments, discover the key performance indicators (KPIs) you should track, and get practical tips to enhance your department's efficiency and accountability.Understanding Parts Manager ScorecardsCraig also shares valuable strategies for developing parts manager scorecards that can significantly impact your dealership's performance. Discover the essential metrics for parts managers, understand the importance of proactive parts management, and learn how aligning service and parts goals can drive overall success. This episode is packed with actionable advice that will help you create scorecards that improve performance and drive results. Key Takeaways: Importance of scorecards for parts and service managersKey performance indicators (KPIs) to track for enhanced performancePractical tips for aligning service and parts department goalsStrategies for proactive parts managementUnderstanding the impact of effective labor rate and other metrics Chapter List: 0:00 Introduction and episode overview1:02 Welcome and introductions2:15 Importance of scorecards in service and parts departments4:10 Key performance indicators for parts managers6:45 Aligning service and parts goals8:20 Practical tips for creating effective scorecards11:35 Strategies for proactive parts management13:50 Understanding effective labor rate and other crucial metrics16:00 The role of customer satisfaction index (CSI) in scorecards18:25 Tips for tracking technician productivity and efficiency21:10 Conclusion and final thoughts

Welcome to another episode of “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Remote Work in Dealerships: Insights from Mike Donovan,” hosts Bart Wilson and J.D. Mixon are joined by Mike Donovan, CEO and co-founder of Search Engines MD. Mike shares his extensive experience managing a remote workforce and how it can benefit dealership operations.Throughout the discussion, Mike highlights the importance of work-life balance, effective communication, and fostering a supportive team environment. He explains how remote work isn't just for tech companies but can also apply to dealerships with multiple locations. Learn how to implement successful remote work strategies, maintain team cohesion, and ensure productivity across your dealership's workforce.Join us to gain valuable insights, practical tips, and expert advice on adapting to the evolving workplace landscape. Whether you're looking to enhance employee engagement, improve operational efficiency, or explore new management strategies, this episode is your go-to resource for dealership excellence.#### Chapters```00:00 Introduction to the Episode01:08 Introduction to Mike Donovan03:00 The Concept of Remote Employees in Dealerships05:20 Benefits of Remote Work for Dealerships07:35 Importance of Work-Life Balance10:12 Managing Remote Teams Effectively12:45 Communication Strategies for Remote Teams15:30 Aligning Remote Employees with Dealership Values18:20 Building Relationships in Remote Teams20:15 Implementing Remote Work Policies22:00 Overcoming Challenges in Remote Work25:10 Success Stories from Remote Teams30:45 Mike Donovan's Tips for Remote Workforce Management32:50 Tools and Technologies for Remote Work35:00 Q&A and Listener Insights37:45 Closing Remarks and Contact Information```#### Contact InformationIf you want to learn more about our human capital management platform and how we can help dealers with effective workforce management, reach out to us at podcast@drivingsales.com. Visit [DrivingSales](https://drivingsales.com) and join the community discussions under the Community tab. Become a DrivingSales VIP by emailing us at podcast@drivingsales.com and help shape the conversation in automotive leadership.---This description and chapter list should provide a comprehensive overview for your podcast episode. Let me know if you need any further adjustments!

Welcome to “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Dealership Excellence: Employee Certification Insights,” Bart Wilson and J.D. Mixon, with over 30 years of combined automotive retail experience, share how certifications can boost your dealership's performance. Every week, we chat about crucial topics like human capital management, improving processes, and what today's workforce really wants in a career. Our mission is to help dealership professionals—from department managers to general managers—see why tailored certifications matter and how they can create a more engaged, competent, and successful team. Join us to get valuable insights, practical tips, and expert advice on building and implementing certification programs that fit your dealership's unique style. Whether you're aiming to enhance employee skills, improve retention, or drive more sales, this podcast is your go-to resource for achieving dealership excellence.Chapters with Timestamps: 00:00  Introduction to Certifications10:15  The Need for Customized Training20:30  Building a Certification Program30:45  Assessing Competency and Performance40:00  Continuous Improvement and Scaling50:15  Q&A and Listener Insights Subscribe now to stay updated on the latest episodes and join our community of dealership leaders dedicated to excellence.

Welcome to another insightful episode of DrivingSales Defining Leadership, where hosts Bart Wilson and J.D. Mixon bring over 30 years of combined automotive retail experience to the forefront. In this episode, we're diving deep into the vital role of BDC (Business Development Center) managers and how their scorecards can be effectively utilized to enhance dealership performance. Joined by Craig Wilson, Customer Success Manager at DrivingSales, the discussion centers on the metrics and best practices that make BDC managers pivotal to dealership success.Episode Highlights:Introduction to BDC Manager Scorecards: Bart, J.D., and Craig begin by emphasizing the importance of the BDC manager role, highlighting its dual focus on sales and service teams. The conversation sets the stage for understanding how scorecards can track performance and drive improvements.Historical Context and Evolution of BDCs: The hosts discuss the evolution of BDCs, noting their inception when technology allowed for more precise tracking of sales and service activities. This historical perspective underscores the relevance of BDCs in today's data-driven dealership environment.Metrics and Quotas for BDC Managers: The core of the episode delves into specific metrics that BDC managers should focus on. This includes effort-based and performance-based quotas, such as the number of appointments set, show percentages, and CRM task completion rates. The discussion highlights the importance of balancing various metrics to avoid overwhelming managers with too many targets.The Role of AI in BDC Operations: A significant portion of the episode explores the impact of artificial intelligence on BDC workflows. The hosts agree that AI should enhance, not replace, the capabilities of BDC agents, particularly in managing repetitive tasks and improving customer interactions.Effort vs. Performance-Based Quotas: The conversation navigates through the distinctions between effort-based quotas (like call volumes) and performance-based quotas (like sales outcomes). The hosts advocate for a balanced approach that recognizes both types of efforts in driving success.Practical Tips for BDC Managers: Practical advice is offered on how to structure scorecards effectively. This includes tips on setting realistic quotas, conducting periodic reviews, and ensuring that the scorecards remain relevant and actionable for BDC managers.The Importance of Customer Engagement: The episode underscores the critical role of customer engagement in the success of BDC operations. The hosts share strategies for BDC managers to foster positive customer relationships and improve overall dealership performance.Case Studies and Real-World Examples: To illustrate the concepts discussed, real-world examples and case studies are presented. These anecdotes provide concrete evidence of how well-structured scorecards can lead to significant improvements in dealership performance.Future Trends in BDC Management: Looking ahead, the hosts speculate on future trends in BDC management, including the increasing integration of advanced technologies and the continuous evolution of customer expectations in the automotive industry.Conclusion and Call to Action: The episode wraps up with a call to action for listeners to implement the discussed strategies in their own dealerships. The hosts invite feedback and questions from the audience, emphasizing the importance of continuous learning and adaptation in the ever-changing automotive landscape.Chapter List with Timecodes:Introduction to BDC Manager Scorecards - 0:00:00Historical Context and Evolution of BDCs - 0:02:01Metrics and Quotas for BDC Managers - 0:03:30The Role of AI in BDC Operations - 0:05:02Effort vs. Performance-Based Quotas - 0:07:00Practical Tips for BDC Managers - 0:09:03The Importance of Customer Engagement - 0:11:15Case Studies and Real-World Examples - 0:14:04Future Trends in BDC Management - 0:16:52Conclusion and Call to Action - 0:19:10Join us in this comprehensive exploration of BDC manager scorecards and discover how to optimize your dealership's performance with actionable insights and proven strategies. Tune in now and take the first step toward redefining leadership in your automotive dealership!Be sure to Like, Share, and Subscribe to our channel to stay in the loop.Learn more at www.DrivingSales.comMaximize Performance: The right management processes will close more deals and keep guests coming back. Drive more volume, gross, and CSI without more marketing or inventory expenses.Strengthen Culture: Execute your processes more consistently by automating your people strategy, training consistently, and holding your team accountable.Increase Retention: Stop the revolving door by providing new employees with career visibility, professional training, and a path to succeed from day one. Accelerate Growth: Ramp up new employees from new-hire to top-performer much faster with our automated orientations and career mapping. Get your employees producing quickly!

In this episode of the DrivingSales Defining Leadership Podcast, host Bart Wilson sits down with Steve Roessler, Chief Evangelist Officer at DriveCentric, to explore the evolving landscape of leadership in automotive dealerships. Steve shares his expert insights on how effective dealership management strategies and innovative CRM solutions are transforming the automotive industry. Listeners will gain valuable knowledge on:The role of technology in enhancing dealership operationsBest practices for human capital managementHow to implement successful CRM systemsLeadership tips to drive team performance and customer satisfactionWhether you're a department manager, owner, or general manager, this episode provides actionable advice to help you stay ahead in the competitive automotive market. Tune in to learn from one of the industry's leading voices!

In this episode of DrivingSales Defining Leadership, hosts Bart Wilson and J.D. Mixon sit down with special guest Michael Hayes, Director of the NADA Academy. With over four decades in the auto industry, Michael shares his invaluable insights on leadership and the evolution of dealership management. Together, they explore how modern software changes impact dealership operations and discuss strategies for fostering a culture of innovation and excellence. Tune in to gain a deeper understanding of what today's workforce looks for in a career and how leaders can adapt to meet these evolving expectations.

Join hosts Bart Wilson and J.D. Mixon on a journey through the evolving landscape of automotive retail. This week on "Driving Sales: Defining Leadership," we delve into the critical role of leadership during technological transformations in dealerships. With special guest Doug Slezak, a Master Certified Support Specialist from Solera Automate Dealership Systems, we explore the nuances of guiding teams through significant software changes.Discover effective strategies for earning trust and facilitating smooth transitions, even amidst the challenges that new systems can present. Doug shares his extensive experience, providing insights into establishing credibility, gaining employee buy-in, and the importance of clear communication. Whether you're a dealership manager, owner, or general manager, this episode is packed with actionable advice tailored to help you navigate the digital shifts reshaping the automotive industry.For more insights and to explore our range of products designed to enhance dealership performance, don't hesitate to reach out to us at DrivingSales. Visit our website or contact us directly with any questions or to learn more about how our solutions can benefit your business.

Welcome to the future of automotive dealership management with our latest episode of the "Driving Sales Defining Leadership Podcast," titled "How to Create Sales Manager Scorecards".  Join our expert hosts, Bart Wilson, Craig Wilson, and J.D. Mixon, as they explore the dynamic role of managerial scorecards in enhancing dealership operations and leadership quality. This episode delves into the critical question of creating scorecards for new or used car sales managers to drive performance.Our discussion covers a wide range of topics, including the design and implementation of scorecards, the benefits they bring to management efficiency, and the potential pitfalls to avoid. With decades of combined experience in automotive retail, our hosts bring valuable insights and practical advice that can transform the way you manage your team and operations.This podcast is a must-listen for dealership owners, managers, and anyone involved in automotive sales leadership. By tuning in, you'll gain a deeper understanding of how scorecards can serve as essential tools for setting clear goals, measuring progress, and fostering a culture of accountability and continuous improvement.Don't miss this opportunity to enhance your leadership skills and push your dealership toward greater success. Listen now and empower your management team with the knowledge and strategies discussed in "Should Managers Have Scorecards?" It's time to take your managerial effectiveness to the next level!

Join hosts Bart Wilson and J.D. Mixon on 'Measuring Management: Should Managers Have Scorecards?' as they tackle the evolving needs of leadership within the automotive industry. This episode addresses the critical question of whether implementing managerial scorecards can drive greater efficiency and leadership quality in automotive dealerships. Listen as our experts, including customer success manager Craig Wilson, discuss the impacts of performance evaluation systems on management practices and explore real-world applications that could redefine success at your dealership.Chapter List0:00 - Introduction to Managerial ChallengesIntroduction and overview of leadership challenges in the automotive industry.3:01 - The Case for Managerial ScorecardsDiscussing the need for support and structure for managers through the use of scorecards.8:01 - Real-World Applications and BenefitsExamples and benefits of scorecards in action within dealership management.15:01 - Panel Discussion: Pros and Cons of ScorecardsA roundtable discussion with hosts and guest Craig Wilson on the advantages and potential drawbacks of scorecards.25:01 - Listener Questions and Expert AnswersAddressing audience questions about scorecard implementation and challenges.35:01 - Conclusions and Future OutlookWrapping up the discussion with key takeaways and topics for future episodes.

Dive into the heart of adult education within the automotive industry in this insightful episode of "Driving Sales, Defining Leadership." This time, hosts Bart Wilson and J.D. Mixon are joined by John Diaz, a seasoned Learning and Development Specialist from Principle Auto Group. With a rich background in educational programs and a passion for adult learning, John sheds light on how adult education principles are revolutionizing training and development in the automotive sector.Highlights of the Episode:Exploring the principles of adult learning in the context of the automotive industryJohn Diaz's journey from educational expert to automotive learning innovatorKey strategies for implementing effective adult learning programs in dealershipsOvercoming the unique challenges of adult education in a fast-paced industryLeveraging technology and innovative methods to enhance adult learning experiencesChapter List:Introduction to John Diaz and Today's Topics - 0:00John's Journey: From Classroom to Dealership - 02:45Adapting Educational Theories for the Automotive Industry - 10:30Challenges in Automotive Training and Development - 18:15Innovative Approaches to Learning in Dealerships - 25:00The Impact of Technology on Automotive Education - 33:45Advice for Aspiring Automotive Professionals - 41:20Q&A with John Diaz: Insights from the Field - 48:00Closing Thoughts and Key Takeaways - 55:35Tune in to "The Art of Learning: Adapting Education for the Automotive Industry w/ John Diaz" for a deep dive into how tailored education and training initiatives can fuel growth and innovation in the automotive world. Whether you're an industry veteran, a newcomer, or somewhere in between, this episode offers valuable insights into leveraging education as a powerful tool for success.

Discover a world where leadership meets innovation in the automotive industry. "DrivingSales Defining Leadership" podcast episode dives deep into the art of leading a team to excellence. With insights from industry experts, J.D. Mixon, Bart Wilson, and special guest, Mel Wilson, Fixed Ops Director of Goode Ford in Burley, ID, learn how to revitalize your leadership approach and steer your dealership towards success.Empowering Teams for Transition:In this episode, we explore the essence of transformative leadership and its impact on team dynamics. Learn how to cultivate a culture of empowerment, where every team member feels valued and motivated to contribute their best.Strategies for Success:Dive into practical strategies that can help you navigate the challenges of the automotive industry. From employee development to leveraging human capital, discover how to optimize your team's performance and drive sales.Cultivating a Winning Culture:Uncover the secrets to building a resilient and adaptable team culture. Learn how consistency in training and accountability can forge a path to success, making your dealership a beacon of excellence in the automotive sector.Join us as we explore these themes and more, providing you with the tools you need to lead with confidence and achieve remarkable results.

Dive deep into the world of automotive service excellence with "Creating Scorecards for Service Advisors," an essential episode for anyone in the automotive service industry. Hosted by Bart Wilson, J.D. Mixon, and Craig Wilson, this episode of "DrivingSales Defining Leadership" podcast provides a comprehensive guide on developing effective scorecards tailored to Service Advisors. Whether you're a service manager, dealership principal, or an aspiring service advisor, this episode is packed with actionable insights to elevate your team's performance, streamline operations, and significantly enhance customer satisfaction.Chapter List:0:00 - Introduction to Scorecards for Service Advisors2:15 - Why Scorecards Are Essential in Automotive Service4:30 - Key Metrics to Include in Your Service Advisor Scorecards6:45 - Steps to Implement Scorecards Effectively9:00 - Utilizing Scorecards to Motivate and Guide Service Advisors11:30 - Q&A Session with Industry Experts13:45 - Conclusion and Key TakeawaysBe sure to Like, Share, and Subscribe to our channel to stay updated with the latest in automotive service leadership.Learn more at www.DrivingSales.comDiscover how to enhance your service department's performance with expertly designed scorecards. Understand key metrics, implementation strategies, and the impact of scorecards on service advisor motivation and customer satisfaction. Don't miss out on this opportunity to transform your service team into a high-performing unit.Maximize Performance: Implement the right management processes to close more deals and ensure repeat business. Drive more volume, gross, and CSI without additional marketing or inventory expenses.Strengthen Culture: Execute your processes more consistently by automating your people strategy. Train consistently and hold your team accountable to create a thriving service department culture.Increase Retention: Stop the revolving door of talent by providing clear career paths, professional training, and success opportunities from day one for new employees.Accelerate Growth: Quickly turn new hires into top performers with our automated orientations and career mapping strategies. Get your service advisors producing quickly and efficiently!

In this episode of "DrivingSales Defining Leadership," hosts Bart Wilson and J.D. Mixon engage in a conversation with Derrick Woolfson, the Vice President of Business Development with an unparalleled expertise in revolutionizing the automotive and heavy-duty trucking sectors. Derrick shares his unique path from a fresh college graduate to becoming an instrumental figure in leveraging technology and customer relationships to drive growth and efficiency in an industry ripe with potential yet facing technological lag.The discussion uncovers Derrick's strategic approach towards customer relationship management, the critical role of establishing a BDC, and the evolution of digital advertising strategies in maintaining competitive edge. The trio delves into the necessity of building a strong corporate culture, emphasizing employee retention and development to navigate the challenges of a tight job market and the technician shortage. Derrick's insights into the significance of partnership over mere vendor relationships offer a fresh perspective on tackling industry-specific hurdles and fostering innovation.Moreover, Derrick's narrative highlights the importance of mentorship and a growth mindset in achieving professional milestones, along with the value of listening, adapting, and executing strategies that resonate with both employees and customers. This episode not only offers actionable strategies for automotive leadership but also inspires a proactive stance on future trends, digital transformation, and the power of a united team vision.Chapter List:0:00 - Introduction0:38 - Welcoming Derrick Woolfson1:37 - Derrick's Start in Automotive2:47 - Transition to Business Development6:15 - Comparison Between Automotive and Heavy-Duty Trucking10:01 - Technological Advancements and Customer Relationships13:31 - Building Partnerships and the Future of Digital Advertising16:40 - Employee Culture and Retention Strategies23:11 - Leadership and Mentorship27:18 - Looking Towards 2024 and 2025Be sure to Like, Share, and Subscribe to our channel to stay in the loop.Learn more at www.DrivingSales.comMaximize Performance: The right management processes will close more deals and keep guests coming back. Drive more volume, gross, and CSI without more marketing or inventory expenses.Strengthen Culture: Execute your processes more consistently by automating your people strategy, training consistently, and holding your team accountable.Increase Retention: Stop the revolving door by providing new employees with career visibility, professional training, and a path to succeed from day one.Accelerate Growth: Ramp up new employees from new-hire to top-performer much faster with our automated orientations and career mapping. Get your employees producing quickly!

Dive into the latest episode of the DrivingSales Defining Leadership podcast, where hosts Bart Wilson and J.D. Mixon welcome Team Development Consultant, Armand Hebert. Together, they unravel the intricacies of hiring the right team members and developing leadership skills that elevate productivity beyond current benchmarks. This episode is a treasure trove for modern automotive dealerships aiming to enhance their workforce, focusing on understanding and leveraging core motivators to assemble teams that not only meet but exceed expectations.Discover why technical skills only account for 15% of workplace success, while the lion's share hinges on people skills. Learn the art of hiring for behavioral styles aligned with job descriptions and the significance of training employees in ways their behavioral style learns best for quicker ramp-up times and heightened productivity. Armand shares his expertise in navigating the diverse motivators and values that underpin effective team development and hiring strategies.Whether you're struggling with culture fit, motivation techniques, or refining your sales process, this episode offers invaluable insights.Be sure to Like, Share, and Subscribe to our channel to stay in the loop.Learn more at www.DrivingSales.comMaximize Performance: The right management processes will close more deals and keep guests coming back. Drive more volume, gross, and CSI without more marketing or inventory expenses.Strengthen Culture: Execute your processes more consistently by automating your people strategy, training consistently, and holding your team accountable.Increase Retention: Stop the revolving door by providing new employees with career visibility, professional training, and a path to succeed from day one.Accelerate Growth: Ramp up new employees from new-hire to top-performer much faster with our automated orientations and career mapping. Get your employees producing quickly!

Dive into the heart of dealership dynamics with the latest episode of the DrivingSales Defining Leadership podcast. Join hosts Bart Wilson, J.D. Mixon, and Craig Wilson as they unravel the essential components of a successful Business Development Center (BDC) through the lens of leadership and strategic management. This episode zeroes in on the transformative power of scorecards for BDC agents and the pivotal role they play in dealership operations.Our experts dissect the intricacies of BDC metrics, from appointment settings to CRM task completion, offering a treasure trove of insights for dealerships eager to refine their approach and skyrocket their success. As you listen, you'll discover the delicate balance between performance indicators and the art of effective scorecard implementation. Whether you're a seasoned dealership manager or just stepping into the world of automotive sales, this episode is your roadmap to enhancing your BDC team's efficiency and impact.Chapter List:0:00 - Introduction0:36 - Importance of BDC Scorecards1:09 - Key Metrics for Success3:12 - Performance Indicators Debate9:09 - Scorecard Implementation Strategies14:31 - Enhancing BDC Operations19:19 - Wrap-Up and Closing RemarksBe sure to Like, Share, and Subscribe to our channel to stay in the loop.Learn more at www.DrivingSales.comMaximize Performance: The right management processes will close more deals and keep guests coming back. Drive more volume, gross, and CSI without more marketing or inventory expenses.Strengthen Culture: Execute your processes more consistently by automating your people strategy, training consistently, and holding your team accountable.Increase Retention: Stop the revolving door by providing new employees with career visibility, professional training, and a path to succeed from day one.Accelerate Growth: Ramp up new employees from new-hire to top-performer much faster with our automated orientations and career mapping. Get your employees producing quickly!

In this enlightening episode of "Driving Sales: Defining Leadership," hosts Bart Wilson and J.D. Mixon are joined by Sean Kelley, CEO of Car Motivators and bestselling author of "Learn to Coach, Learn to Lead." Diving deep into the essence of effective leadership within the automotive industry, Sean shares invaluable insights on coaching, leadership, and the transformative power of understanding and implementing feedback. Drawing parallels from military strategies to everyday dealership management, this episode unveils the critical role of communication, recognition, and tailored coaching in fostering a thriving, motivated team. Whether you're a seasoned manager or aspiring to lead, Sean's expertise offers a roadmap to elevating your leadership skills and driving unprecedented success.For tailored human capital management solutions, especially within the automotive sector, visit www.DrivingSales.com. Connect with our hosts, Bart Wilson and J.D. Mixon, on LinkedIn to explore innovative strategies for your dealership's growth.

Join hosts J.D. Mixon and Bart Wilson on the Driving Sales Defining Leadership podcast, brought to you by DrivingSales.com, as they explore the transformative power of leadership and coaching in the automotive industry. In this insightful episode, they are joined by Sean Kelley, CEO of CarMotivators (CarMotivators.com) and best-selling author, known for his dynamic approach to leadership and coaching within the automotive sector.Delve into Sean's unique journey from a U.S. Army Special Operations combat veteran to a pivotal figure in the automotive world, where his military experiences shape his leadership and coaching philosophies. Discover how Sean's transition into the automotive industry led to groundbreaking sales strategies and leadership techniques that have propelled dealerships to new heights.This episode is a must-listen for automotive professionals seeking to enhance their leadership skills, foster a culture of coaching, and drive exceptional team performance. Whether you're a manager aiming to inspire your team, or an executive striving for business growth, Sean's insights and the experiences shared by J.D. and Bart offer valuable lessons on the impact of effective leadership and coaching.For more insights and discussions on leadership within the automotive industry, visit DrivingSales.com. Engage with a community of like-minded professionals, contribute to forums, and stay ahead with the latest industry trends and strategies.

In this episode of "DrivingSales Defining Leadership," hosts J.D. Mixon and Bart Wilson discuss the evolution of leadership and the essential traits required in today's dynamic environment. Our special guest, Gail Rubinstein, Founder & CEO of Retail Resilient, brings her unique insights and experiences to the table, enriching the conversation with practical examples and personal anecdotes.The episode delves into the concept of resilience, both personally and professionally, exploring its definition, importance, and how it can be nurtured and developed within a team. Gail shares her journey and the challenges she faced, providing a real-world perspective on resilience in business. J.D. and Bart contribute their thoughts on the necessity of resilience in the auto industry, particularly in the face of rapid technological changes and market shifts.Listeners will also gain valuable insights into the effective use of social media and AI in sales, with practical advice on how sales teams can adapt and thrive in the digital age. The discussion touches upon the balance between technology and personal touch in customer interactions, emphasizing the importance of human connection in a tech-driven world.This episode is a must-listen for anyone in the auto industry, as well as leaders and professionals from various sectors who aim to foster resilience in their teams and adapt to the ever-changing business landscape.Learn more about DrivingSales at DrivingSales.com and explore Retail Resilient at retailresilient.com.Tune in to "DrivingSales Defining Leadership" for more insights into the art of leadership.------DrivingSales is a dynamic and innovative platform dedicated to empowering the automotive industry through cutting-edge insights, education, and community collaboration. Established as a go-to resource for automotive professionals, DrivingSales offers a wide array of tools and services, including industry research, best practices, cutting-edge strategies, and an extensive network of industry experts and leaders. Our mission is to help dealerships and automotive professionals navigate the ever-evolving landscape of the auto industry with confidence and expertise. Stay ahead in the competitive world of automotive sales with DrivingSales – where knowledge meets implementation. Our CEO is Jared Hamilton. Learn more about DrivingSales at DrivingSales.com.

Welcome to DrivingSales' "Defining Leadership" podcast, where we explore the evolving landscape of leadership in the automotive industry. Hosted by Bart Wilson and J.D. Mixon, this podcast offers a fresh perspective on the challenges and opportunities facing dealership employees at all career stages.In this episode, J.D. and Bart delve into the findings of our post-pandemic talent market research project, shedding light on key takeaways and their impact on Millennial and Gen Z employees in the automotive sector. They discuss the current job market's dynamics, the gap between available jobs and qualified candidates, and the nuances of employee satisfaction and engagement.Our hosts also share personal anecdotes, providing a unique window into their journeys in the automotive industry. J.D., humorously dubbed a "geriatric millennial" by his wife, and Bart bring their diverse experiences to the table. They candidly discuss the challenges and cultural shifts within the automotive world, especially in the context of dealership careers being traditionally viewed as fallback options rather than destinations.This episode is a must-listen for anyone interested in understanding the modern automotive job market and the shifts in employee expectations and attitudes. Whether you're a dealership employee, manager, or just someone interested in the industry's future, "Defining Leadership" offers valuable insights and strategies for navigating these changing times.For more insights and discussions, visit our website at DrivingSales.com and join the conversation in our community. We're excited to engage with you and explore how we can collectively define and shape the future of leadership in the automotive industry.

In this episode, we review the criteria that make up a good quota, such as combining effort and performance quotas. We also talk about the five filters and use them to build a salesperson scorecard.Presenters: Bart Wilson, DrivingSalesJ.D. Mixon, DrivingSalesCraig Wilson, DrivingSales

In this episode of the Dealership HCM podcast, Bart and Jason discuss how to get started creating a new hire orientation process. They’ll share the specific steps to launching this process and what you need to consider to make it stick at your store. Notes:5 things to consider:- What do I need them to know- How long should the orientation take- How do I train them- How do I prioritize the training- Who is accountableLearn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2OClick here for more info about DSES 2021:https://bit.ly/3vo60FX

In this episode of the Dealership HCM podcast, Bart and Jason sit down with Peter Cooper, President/CEO of Lexus of Lehigh Valley. Peter gives us a 50,000 ft view of where the industry is headed and shares best practices to navigate through the issues of today. Don’t miss this episode!Notes:Learn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2OClick here for more info about DSES 2021:https://bit.ly/3vo60FX

Discover the framework for an effective new orientation process you can implement at your store. In this episode of the Dealership HCM podcast, Bart and Jason share the steps to create a system for training and developing new hires and how this process is key to securing a competitive advantage in today’s landscape. Listen today!Notes:Learn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2OClick here for more info about DSES 2021:https://bit.ly/3vo60FX

Discover the specific steps and best practices you should be following in order to get the most value out of a career pathing process. In this episode of the Dealership HCM podcast, Bart and Jason discuss how dealership leaders can manage their employees with a career path and what to watch out for when implementing this process. Listen today!Notes:Learn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2OClick here for more info about DSES 2021:https://bit.ly/3vo60FX

In this episode of the DrivingSales Dealership HCM podcast, Bart and Jason discuss the steps to creating a reward structure for your dealership that motivates your employees and leads to increased results. Discover creative methods for incentivizing your people other than money that you should try today. Listen now!

In this episode of the Dealership HCM podcast, Bart and Jason sit down with employee retention expert Clint Pulver to discuss tactics that dealers can use today to engage and develop their employees. Learn about the “mass exodus” in store for dealerships that aren’t prioritizing their employee needs today and how to avoid the fallout at your store. Also, discover the 5 “C”s of becoming a meaningful mentor to your employees today. Listen now!Notes:@ClintPulverLink to Clint’s new book: https://www.amazon.com/dp/1989603378/ref=cm_sw_r_cp_api_glt_i_120FYM0JGXHZ7R84S8V5_nodlLearn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2O

In this episode of the DrivingSales Dealership HCM podcast, Bart and Jason discuss some of the most common challenges faced when launching a career pathing process and share best practices for dealers to consider. Identify and address the obstacles that frequently come up when launching, managing, and making the process stick at your dealership. Listen today!Notes:[Video] Leadership Lessons from Dancing Guyhttps://www.youtube.com/watch?v=fW8amMCVAJQ&t=8sLearn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2O

In this episode of the DrivingSales Dealership HCM podcast, Bart and Jason sit down with author and Leadership Expert, Bob Morgan to discuss the disciplines of effective leadership. Bob shares many of the leadership lessons he learned throughout his career in retail automotive and how good leaders can leverage these disciplines today to motivate their people and increase results. Don’t miss this episode!Notes:Bob Morgan Contact -801.633.8252bobmorgan@vobconsulting.comLearn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2O

In this episode, you'll discover the seven steps to developing career paths today. Bart and Jason take a deep dive into career paths and how to make them a reality at your store with these actionable steps.

In today’s episode, Bart and Jason discuss the needs of dealership employees today in order to grow and develop. Learn the importance of implementing employee development processes at your dealership and how to get started today.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O

In this episode of the Dealership HCM Podcast, Bart and Jason discuss the importance of creating career paths for your employees. Career paths are a key component to motivating and engaging your employees and should be a priority at any dealership.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O

In this episode, Sean Kelley of Car Motivators stops by to discuss coaching with Bart and Jason. They talk about the value of coaching and how it improves your employee engagement. You’ll learn why you need that skill and discover techniques you can use to hold a coaching session with your employees.Notes:Sean Kelley contact:C: 314-323-8234O: 888-921-0221sean@carmotivators.com

In this episode, Bart and Jason are joined by Brad Lillie, President of Fixed Up Pro and Fixed Operations expert as they discuss training and developing employees on the fixed ops side of the dealership. Brad shares insights that he’s learned from his many years in the business and discusses the actions and behavior that need to be prioritized in order to have a successful Fixed Ops team. You’ll come away with the specific quotas you need to know to build your fixed ops scorecards today.Notes:Brad Lillie contact:515.238.1708Brad@fixeduppro.com

In this episode, Bart and Jason discuss the importance of giving quality feedback and coaching and how this one of the most important tools that a manager has at his disposal to develop their team. By mastering this skill, managers will be able to engage and motivate their employees in a way that leads to long-lasting improvement. Don’t miss this episode!Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O

In this episode, Bart and Jason discuss the key components of a successful scorecard review. Learn how to leverage this process at your store to increase the performance of your people and improve the dealership culture. Bart and Jason share some really helpful tips to making this process a reality at your store.Notes:Top Questions for a Scorecard Review:https://www.drivingsales.com/jason-volny-52913/blog/effective-questions-for-a-performance-review?source=searchLearn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O

In this episode, Bart and Jason discuss tips for Managers to get their employees engaged. Learn how an engaged employee will be a problem solver at any store. Bart and Jason also talk about the importance of putting our people in the driver's seat of their own success.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O

We've discussed the importance of selecting and tracking metrics that allow you to better understand the success of your employees, but how will you know you've chosen the right ones? In this episode, Bart and Jason discuss several filters that you can use to determine if you are focusing on the right metrics for your team. We discuss how to make sure that the tasks and activities that you measure and track actually add value to your team and don't become just another box that we check.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O

In this episode, Jason and Bart discuss the importance of choosing the right metrics to track for your team and how those generally fall into two categories, effort and performance metrics. We'll highlight the difference between these metrics and how both are critical to fully understanding the performance of your employees and how managers who don't prioritize both kinds of metrics will have an uphill battle when coaching their people.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O

In this episode, we discuss the need for dealers to focus on their Employee Experience and this significantly affects your CX. We'll also discuss trust in the dealership. Not only trust between the customer and dealership but trust between employees and managers and how this relationship directly impacts the customer experience. Check it out here!

The latest episode of the DrivingSales podcast is here! Bart and Jason discuss the best ways for dealership employees to give and receive feedback. They also dive into the best way to approach feedback for the younger generations of employees today in order to get results. Don't miss this episode!Notes:Get the Gallup report here:https://www.gallup.com/workplace/238064/re-engineering-performance-management.aspx

Bart and Jason sit down to discuss how employee scorecards can help dealership leaders develop and motivate their employees to perform at a higher level. Bart and Jason go into detail about how dealerships can implement a scorecard process and make it stick across the organization. Resources:Managing Your Human Capital-https://wp.drivingsales.com/wp-content/uploads/2020/12/DrivingSales-WhitePaper.pdfScorecard Template-https://wp.drivingsales.com/wp-content/uploads/2020/04/Performance-Review-Scorecard-Worksheet-Fillable.pdf

Learn to build a career path for any job role in your dealership. Your new-hires should have a path with multiple levels, performance achievements, habits, and training based on their individual needs. If you are interested in getting more hands-on experience, join our No-Cost Employee Management Master Certification to learn, build, and implement key processes that drive engagement and high performance of the modern workforce. In this Master Certification ( https://wp.drivingsales.com/about/master-class/ ), you'll be required to complete the assigned homework packet that includes worksheets and examples ( https://www.drivingsales.com/jason-volny-52913/blog/master-class-homework-packet-career-pathing?source=search ). As always, we are here to help. If you would like to join our next Master Certification, Email us at podcast@drivingsales.com

The workforce is changing and we must change with them. There are several key processes that top-performing dealers use to help drive engagement and high performance of the modern workforce. Traditional practices to recruit, train, and retain top talent are no longer enough.