How is it that some people embrace change so willingly and use it to launch and maintain success while others seem to run from it and refuse to implement it? I\u2019m always amazed how long someone will tread the same path over and over without the slightest consideration that the path may need repaving or must head in a completely new direction to be able to attract and maintain high traffic.<\/p>\n
Let\u2019s face it; business owners are not timid when sales are rolling in. It\u2019s probably their expert plan and leadership that is driving the results. \u00a0When sales are slow or less than desirable, it\u2019s someone else\u2019s fault! \u00a0Do I hear an Amen!\u00a0 And who will get the ax if sales doesn\u2019t improve?\u00a0 A strong contributor to weak sales can be the failure of a company to re-engineer its path and change direction as necessary.<\/p>\n
What brought you to the dance and what used to work doesn\u2019t mean it will work today. No one person has all the answers. \u00a0Therefore, most business owners would benefit from strong leadership and expertise to help them design and guide ongoing transformation. \u00a0What\u2019s most important: sales results! \u00a0If your sales results are less than desirable and you\u2019re out of ideas, you need to find someone smart.<\/p>\n
Often, when things aren\u2019t going well, some business owners wait way too long to reach out for help. When asked why, their reasons might surprise you as many share a prideful, stubborn or arrogant position. \u00a0Why is it they ask their customers to continually update to new technology solutions, while they themselves sit in the same ole dream, year after year, without adopting healthy transformation strategies? \u00a0No matter how successful you are, in most cases implementing an effective transformation strategy will take you well beyond where you are today. \u00a0Some dealers will share certain problems (usually high cost concerns) with their manufacturer and others gather their colleagues and powwow to seek solutions to common concerns, but many do nothing at all.\u00a0 Our saying for that in Texas is, \u201cYou look like a cow staring at a new gate!\u201d \u00a0A cow that walks the same path every single day will be frozen in a stare when a new gate is installed; they know that there\u2019s something different, but they don\u2019t know what it is and more than likely they\u2019re afraid of it.<\/p>\n
How often is it that you\u2019re able to find someone who really understands your challenges, and can deliver insightful, valuable solutions specifically designed for you? Yes, manufacturers do care that you are healthy, wealthy, and wise, but their business model is paramount over yours.\u00a0 They move boxes every month and to be in their favor, you must be moving your share.\u00a0 Other dealers may share how they\u2019ve worked through similar problems to yours, but there are so many factors and differences from one dealership to another. \u00a0Often what\u2019s good for one doesn\u2019t fit another.\u00a0 When transformation, change or improvement is what you\u2019re really after, you must find an expert who can focus on improving YOUR COMPANY, YOUR PROCESSES, YOUR PROFITS with no other influences or ulterior motives.<\/p>\n
Another popular phrase I hear from troubled dealers is, \u201cWe\u2019re working on transforming and rebranding our company, we will get with you as soon as we finish that!\u201d These are the words of someone who doesn\u2019t understand where to inject a business sales consultant into a change or transformation program. \u00a0I sometimes think it might as well be said this way:<\/p>\n
\u201cAs soon as we redesign our current plan that doesn\u2019t work, to a new plan that won\u2019t work, we\u2019ll call you to help us launch, implement and assume responsibility for our new plan!\u201d<\/em><\/p>\n What can I say?<\/p>\n A great consultant will bring worlds of experience to deliver the high quality expertise needed to mitigate the risks or challenges you face while providing the shortest path to repair or success.<\/p>\n Serious problems really need the right fix, RIGHT NOW. As quickly as possible, they need an expert diagnosis to address and STOP what is harming the business, while the proper plan is developed. \u00a0The initial diagnosis and discoveries often are very telling as to what the real problems are and to the skill level of the current leadership.<\/p>\n Many businesses have ignored things for so long that a turnaround may take more than a year, if it\u2019s possible at all. Often their perception is that hiring a consultant is expensive, so they may not see that as an option.\u00a0 Others believe their problems are so unique, there\u2019s no way an outsider could understand. \u00a0I suggest to you, in most cases, a consultant will be less expensive than letting problems run their course. \u00a0It\u2019s very probable that your issues are not unique. \u00a0If you hire the right help, an experienced consultant can diagnose and implement a great solution, in much less time than most business owners could.<\/p>\n Some business owners believe they\u2019re too big to fail, but the larger the business, the larger the payroll, so it really doesn\u2019t matter what size you are. Stressed and sluggish sales exist in companies of all sizes. \u00a0It\u2019s more than healthy to get outside advice so don\u2019t wait until things are on the rocks or so late you can\u2019t afford it.<\/p>\n Advancing your company\u2019s value and implementing change is what great business owners have always done and continually do. When you do engage a consultant be clear in what you want and then be willing to implement the changes that align with your ultimate goals. \u00a0Amazingly, the very people who hire a consultant often become the strongest opponents to recommended changes. \u00a0It\u2019s typically because the Dealer Principal is the creator of everything that exists today. \u00a0Letting someone from the outside suggest changes to \u201ctheir baby\u201d can be difficult. \u00a0For some, this is hard to swallow and may not always be welcome and at times may result in a significant battle to stop the bleeding.\u00a0 Surprisingly, many people refuse to implement proven practice programs.<\/p>\n Have you ever watched the TV show where bar owners engage a very successful bar and business consultant to help their failing business? When the consultant points out all of the key areas where they\u2019re going wrong, their pride and emotions often keep them from applying the necessary changes and they refuse to accept his help or implement his suggestions. \u00a0It\u2019s only until they engage in heated, face-to-face exchanges do they realize that the consultant is right and they are wrong. Then the mending process begins as they start to implement his proven processes and best practices.<\/p>\n It\u2019s not uncommon for a consultant to discover that the dealer\u2019s greatest failure point is the dealer themselves. Like in the TV show, consultants find themselves in a power struggle hearing all of the reasons why things shouldn\u2019t change, even while the business continues to fail.<\/p>\n I do understand the emotion that surrounds change, as you can imagine the leaders of each company have devoted their entire lives to their business. However, being the author of the current mess (if it is a mess) doesn\u2019t eliminate the harm that one might be doing by rejecting outside advice and not fixing what\u2019s wrong. \u00a0In business and sales I see good and bad in multiples and just like a doctor during flu season, when someone is complaining of chills, fever, and stomach issues, it doesn\u2019t take a brain surgeon to know that you probably have the flu!\u00a0 It\u2019s the same in business; I get to see all of the weak and achy sales results and the great news is you can be healed.\u00a0 It will take more than just an aspirin and it will probably take some time to recuperate.\u00a0 But the prognosis is good!<\/p>\n I\u2019ve seen so many sales challenges over and over that are common from companies within our industry. Although these challenges may seem overwhelming at times, just like the flu doctor, there are remedies and\/or strategies already built to eliminate just about any negative effect they may cause.\u00a0 On almost every issue when driving sales excellence, there is an answer; you just have to be willing to seek expert advice.<\/p>\n Are you your own worst enemy when it comes to change? Let\u2019s review just a few of the situations I continually encounter and the repair for each. \u00a0As you can imagine, there are many paths to restoration; however, these cases and their specific repair fit the owner\u2019s business objectives. \u00a0I welcome you to compare these to possible challenges you may be experiencing.<\/p>\n When something doesn\u2019t position you or your company to win, change it!\u00a0<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":" How is it that some people embrace change so willingly and use it to launch and maintain success while others seem to run from it and refuse to implement it? I\u2019m always amazed how long someone will tread the same path over and over without the slightest consideration that the path may need repaving or must head in a completely new direction to be able to attract and maintain high traffic. Let\u2019s face it; business owners are not timid when sales are rolling in. It\u2019s probably their expert plan and leadership that is driving the results. \u00a0When sales are slow or less than desirable, it\u2019s someone else\u2019s fault! \u00a0Do I hear an Amen!\u00a0 And who will get the ax if sales doesn\u2019t improve?\u00a0 A strong contributor to weak sales can be the failure of a company to re-engineer its path and change direction as necessary. What brought you to the dance and what used to work doesn\u2019t mean it will work today. No one person has all the answers. \u00a0Therefore, most business owners would benefit from strong leadership and expertise to help them design and guide ongoing transformation. \u00a0What\u2019s most important: sales results! \u00a0If your sales results are less than desirable and you\u2019re out of ideas, you need to find someone smart. Often, when things aren\u2019t going well, some business owners wait way too long to reach out for help. When asked why, their reasons might surprise you as many share a prideful, stubborn or arrogant position. \u00a0Why is it they ask their customers to continually update to new technology solutions, while they themselves sit in the same ole dream, year after year, without adopting healthy transformation strategies? \u00a0No matter how successful you are, in most cases implementing an effective transformation strategy will take you well beyond where you are today. \u00a0Some dealers will share certain problems (usually high cost concerns) with their manufacturer and others gather their colleagues and powwow to seek solutions to common concerns, but many do nothing at all.\u00a0 Our saying for that in Texas is, \u201cYou look like a cow staring at a new gate!\u201d \u00a0A cow that walks the same path every single day will be frozen in a stare when a new gate is installed; they know that there\u2019s something different, but they don\u2019t know what it is and more than likely they\u2019re afraid of it. How often is it that you\u2019re able to find someone who really understands your challenges, and can deliver insightful, valuable solutions specifically designed for you? Yes, manufacturers do care that you are healthy, wealthy, and wise, but their business model is paramount over yours.\u00a0 They move boxes every month and to be in their favor, you must be moving your share.\u00a0 Other dealers may share how they\u2019ve worked through similar problems to yours, but there are so many factors and differences from one dealership to another. \u00a0Often what\u2019s good for one doesn\u2019t fit another.\u00a0 When transformation, change or improvement is what you\u2019re really after, you must find an expert who can focus on improving YOUR COMPANY, YOUR PROCESSES, YOUR PROFITS with no other influences or ulterior motives. Another popular phrase I hear from troubled dealers is, \u201cWe\u2019re working on transforming and rebranding our company, we will get with you as soon as we finish that!\u201d These are the words of someone who doesn\u2019t understand where to inject a business sales consultant into a change or transformation program. \u00a0I sometimes think it might as well be said this way: \u201cAs soon as we redesign our current plan that doesn\u2019t work, to a new plan that won\u2019t work, we\u2019ll call you to help us launch, implement and assume responsibility for our new plan!\u201d What can I say? A great consultant will bring worlds of experience to deliver the high quality expertise needed to mitigate the risks or challenges you face while providing the shortest path to repair or success. Serious problems really need the right fix, RIGHT NOW. As quickly as possible, they need an expert diagnosis to address and STOP what is harming the business, while the proper plan is developed. \u00a0The initial diagnosis and discoveries often are very telling as to what the real problems are and to the skill level of the current leadership. Many businesses have ignored things for so long that a turnaround may take more than a year, if it\u2019s possible at all. Often their perception is that hiring a consultant is expensive, so they may not see that as an option.\u00a0 Others believe their problems are so unique, there\u2019s no way an outsider could understand. \u00a0I suggest to you, in most cases, a consultant will be less expensive than letting problems run their course. \u00a0It\u2019s very probable that your issues are not unique. \u00a0If you hire the right help, an experienced consultant can diagnose and implement a great solution, in much less time than most business owners could. Some business owners believe they\u2019re too big to fail, but the larger the business, the larger the payroll, so it really doesn\u2019t matter what size you are. Stressed and sluggish sales exist in companies of all sizes. \u00a0It\u2019s more than healthy to get outside advice so don\u2019t wait until things are on the rocks or so late you can\u2019t afford it. Advancing your company\u2019s value and implementing change is what great business owners have always done and continually do. When you do engage a consultant be clear in what you want and then be willing to implement the changes that align with your ultimate goals. \u00a0Amazingly, the very people who hire a consultant often become the strongest opponents to recommended changes. \u00a0It\u2019s typically because the Dealer Principal is the creator of everything that exists today. \u00a0Letting someone from the outside suggest changes to \u201ctheir baby\u201d can be difficult. \u00a0For some, this is hard to swallow and may not always be welcome and at times may result in a significant battle to stop the bleeding.\u00a0 Surprisingly, many people refuse to implement proven practice programs. Have […]<\/p>\n","protected":false},"author":59,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1649,237],"tags":[1800],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/9417"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/59"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=9417"}],"version-history":[{"count":2,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/9417\/revisions"}],"predecessor-version":[{"id":9937,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/9417\/revisions\/9937"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=9417"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=9417"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=9417"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}\n