Is it an excuse or a reason?

I was listening to my usual motivational this morning. Jocko Willink was talking about Navy Seals. (Something I cannot relate to). He made a statement that I can. When you talk to the men and woman who quit the seal training and ask them why, they all have a reason. Medical, family, and more. Some are legitimate, most are an excuse to make them feel less like a loser, if I can use that term.

That perception is wrong. Quitting the training does not make you less of a person or a loser.

This opinion applies to life and our work. The challenge, we see quitting as a failure and we need a reason to make us feel ok with it. Failing at anything does not make us a “loser.” Failing to get up each time will.

Are you hitting your objectives, getting the results you want?

Do you have salespeople selling less than 15 per month?

A few years ago, the team at our Toyota store had 6 of our 12 salespeople averaging over 30 cars a month. I know. Toyota store = ATM. That may be, it is still an accomplishment very few dealerships see. We consistently sent six of our team to the Sales Society each year. (Top Salespeople in the region). Most dealerships had one if they even had that.

My team called themselves “The Untouchables.”

How does this relate to seal training? First, we did not have a hell week, might have been fun to try.

We started with no excuses, just facts. If we did not hit our objectives, it was my fault. If we won, we won as a team. Every time we failed, we learned and got back up. Always.

If you are not getting the results you want, it is always the manager.

We implemented our strategy at a Ford dealership and became the number one truck store in the state.

What are the keys?

1-?????? Commitment

The Management team must beleive that every salesperson can average at least 15 units. If they are not, there are issues that need to be addressed immediately.

2-?????? Communication

Clearly state the objectives to the team with unwavering accountability. This can be difficult, if we base all decisions on this the team then knows what is expected.

3-?????? Accountability

If your team is not hitting the objectives, it is always the manager. Clearly state the objectives to the team with accountability. This can be difficult; all decisions should be based on accountability and performance.

4-?????? Consistency

Management must hold themselves and the sales team consistently accountable for following the agreed plan to get the store to Mission15 which includes making hard decisions about staffing and discipline.

5-?????? Processes

Your whole team must trust the processes. It is an all or nothing proposition.

6-?????? The Team

We all want to be a part of something special and receive the recognition that comes with it.

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Can your team do this without help? Possibly. Is it happening now? Do you have Salespeople selling less than 15 per month?

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Would it be worth the investment to get on this train?

Most stores it takes over a year - because too many managers are initially reluctant to implement the changes needed.

Do you want to be on a team like this? Call me and let’s talk. It might be time for tough decisions.

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