DrivingSales Defining Leadership

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