Leadership

When there’s significant change at the core executive level of a dealership, the degree of transition difficulty can sometimes depend upon how involved the previous regime was in the selling/account acquisition realm. Popularity must also be taken into account. Is the outgoing Read More

We have all heard the saying “time is running out,” yet many people fool themselves into believing they still have time. Why is this? It’s a case of procrastination or delusion. About ten years ago, I began talking with dealers regarding my vision of managed IT services. In those Read More

Millennials—the generation born between 1981 and 1997—are currently the largest generation living and working in the United States. Expected to comprise 75 percent of the U.S. workforce by 2025, their formidable numbers require businesses to develop a new playbook in order to Read More

I wonder what it is in someone’s mind that makes them decide to be successful. Not just to survive in business, but to achieve greatness. What IS greatness? I’ve been in the industry for almost 33 years, most of that in a sales role, and finding people who really achieve Read More

At the turn of the year I met with my team as I always do to review our 2016 engagements. I wanted us to actually document and analyze anything that stood in the way of launching an effective sales and marketing strategy. We discussed many topics but specifically I wanted them to Read More

Fear is the only thing that I can come up with that prevents businesses from continuing their once aggressive, most flexible, do what it takes, sales execution. I’ve heard it all, yet sometimes I can’t believe what I’m hearing. In the beginning of an engagement, I ask the Read More

I once heard an economist in Washington, D.C. speak about the attributes that make a great business leader. He shocked me when he said, “Most business owners today are a joke and very few understand the fundamentals of business.” He continued, “Without understanding business Read More