Next step, let us train... 4

So, last time we talked about our store getting on track, people being in the right place, and that it meant it was time to NOT advertise. We also covered that just because you have the right people in the right place doesn't mean you start bringing the customers.

That being said, it is time however to get our training regiment going. It's time for us to bring in our sales team and make sure we lay down the basics and everyone is on the same page. RIGHT! No, that's all wrong, let me explain...

Things are moving along nicely and you are at the point that it's time to train our TEAM. Where do you start? What do you train? How do you train? Well, let's think about this logically.

Let's start with "Where do you start?". You start from the top. How can you train from the bottom up? If your TEAM leaders have no idea what you expect how can they enforce the process? The answer is they can't. You have to let your management team know what you expect. You have to let them know what they will be responsible for enforcing from here forward. They need to know what you expect, how you expect it done, and the execution of it.

I want to pause right here because here is where the water get's muddy for some people. The above reads as if you are a dictatorship, although this is somewhat the case it should never be presented that way. Let me break that down for you. You are the leader, they will look up to you (if you earn it), and it will ultimately be your decision as to how the store operates. BUT, that does not mean you cannot hear out your TEAM. That does not mean that someone in your management TEAM doesn't have a good idea or implementation that should be heard. Don't be so caught up and arrogant that you forget YOU DON'T KNOW EVERYTHING! Be a leader not a tyrant. Trust me not only will people respect you, they will follow you.

Ok back to it. Your managers need to know what you expect them to do and how you expect it to be done.

Ok, next question "What do I train?". Look, hopefully you have some strong killer desk guys, this is ideal (but not required). You have to take those guys back to the basics. Yep you heard me, you have to take 6, 8, 10 year car guys back to the basics. You have the remind them that they don't know everything, and that they have forgotten some key elements. You know how you do this? By relating with your TEAM. Let's be honest, we have all forgotten to implement some of the simplest things in the business ourselves. It just happens.

Did you know in a work place who is more prone to accidents? The old guy who has done it for 25 years, because he has become complacent and things are just "normal" to him. He forgot how dangerous something can actually be. That doesn't make him a bad employee, a risk, or any other bad word. It just means we all need a little training, motivating, and reminding every once in a while (ourselves included). Automotive is no different, sometimes we forget how dangerous some of the basics can be. But when we go back and start hitting home runs we go, oh yeah I forgot!

I will caution you though, get ready for the I already know that, I knew that, we do that, and the we got this boss. They are coming, I promise. This is a crucial moment in your rebuild. If you don't get these men on your side, if you don't show them that you're part of the TEAM and the solution not a tyrant or dictator, they will not follow you. And if they don't follow you well, you've lost the war. Because if your officers don't carry out your orders, then neither will the troops.

AS far as specifically what do you train, train the basics. How to insure that your troops are on point, how to take turns, how to structure a deal, how to send it in, how to build your magic book, how to build your white board, how to do morning meetings with the troops, how to walk your inventory every morning, your 10, 2, and 4. You know, the basics? The things every manager should do on a daily basis? ALL OF IT.

Last question, "How do you train?". You want to know how you train? It is EXTREMELY EASY, jump on the desk and get to work. Get down in the trenches. Put a couple 10 pounders on the board. Show them (and the troops) not only that you know what you are doing, but show them that you are willing to get dirty to make this thing work. Talk to your troops, move cars with your TEAM. Spend a week or two down on the battle field with them showing them how you want it done. Un-ass yourself from the chair in the desk office and go out to take turns. Don't let anyone else do it, YOU DO IT. The best way to train someone is to do it for them at first and then with them. Just like when you show your kids how to ride a bike, remember? You ride down the street explaining the logistics for them. Then you hold the seat and run your fat ass down the road until that magic moment you let go and they keep going all by themselves. And thank God they eventually do because, they have no idea how close you came to having a stroke teaching them.

Moving on, not only that, when you have shown the management staff how you want the deals worked, how the trades need to be taken in, etc, etc, guess what else you did??? You got an opportunity for the troops to work with you. You have been able to build a camaraderie and trust amongst the ranks. The short of it, you helped earn them some money. This is going to go a long way when it's time to train them, which is the next step in building your super store. But, first, you need to get your fat ass out in the street and get ready to hold the seat big boy...