Digital Dealer - May 2018 - 10

By Chuck Barker
President & Founder,
Impact Marketing &
Consulting Group

// Dealership
Management

Technology
Does Not
Replace Your
People!
It Does However
Facilitate Good
People and Good
Process Efforts
A challenge for every
organization is to
attract, retain and
motivate employees. If a
company succeeds in
doing so, employees
work with more passion,
energy, and enthusiasm.
This translates to an
increase in productivity
and more profit for the
company.
My article last month
titled, "Relationship Development With People Is
the Key to Your Success"
highlighted many of the
initial steps a company
must take in order to
develop relationships with
team members and customers. These essential
elements included taking
stock in people and
personality profiling. The
latter, personality profiling
is a solid incremental step
towards fulfilling team
and customer synergy.
10

M AY 2 0 1 8

The added element
was developing the
leadership to construct
a building program to
increase team member
engagement thus, I
wanted to do a follow-up
on this subject due to its
critical importance to any

organization is to be able
to articulate a common
goal that inspires people
to work hard and smart
together. Clear, effective
and open communication
of goals, rules, instructions, and expectations
can spell a difference. An

NO ONE DOES
BUSINESS WITH A
DEALERSHIP BECAUSE
OF THEIR DMS OR CRM
SYSTEM, RIGHT?"
organization that wants
to become the best they
can be.
The factor to remember
is this: real leadership
must be shown through
example. Keep in mind
that the people below you
follow your lead and that
you have an enormous
influence on your employees. They will look up to
you for signals on how
to behave and what the
organization expects from
them. One of the many
secrets to the successful management of any

D I G I TA L D E A L E R . C O M

old Sicilian proverb says,
"Only the spoon knows
what is stirring in the pot."
When you allow another
person to know what is
stirring within you, giving
them a "taste" of a plan or
idea, you instantly make
a meaningful connection
with them.
"Coaches who can
outline plays on a
blackboard are a dime
a dozen. The ones who
succeed are those who
get inside their players
and motivate them."
- Vince Lombardi

Know your team
through and through and
provide opportunities for
growth. The best way
for an organization to
succeed is to give the
employees all the responsibility they can handle
and then stand back and
let them run. Trusting
your employees to do
their job well sustains the
company. If you corral a
racehorse it will eventually develop unused organs
atrophy and never race
again. Similarly, corralling
employees has the same
effect. Let them run and
do their job. Trust is also
a social contract - you
have to earn it. Trust is
earned when you give it.
When people start trusting each other more and
more, they stop questioning motives and start to
work as one single entity.
Creating trust with an
employee or a customer
is likened to the ageold analogy of the bank
account.... as long as
you are putting more into
it than you are taking out,
you should always avoid
being overdrawn. If you
take too much out of it
without the right balance,
then you will end up overdrawn and it will show
in the disengagement of
your employees and the
amount of business you
get from your customers.
Encourage the people
in your organization to
be more results-oriented
by opening their minds
Continued on pg. 12
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Table of Contents for the Digital Edition of Digital Dealer - May 2018
