Momentum: Getting It and Keeping It

The excitement that comes when things click on an individual and business level is indescribable. There are plenty of customers on the lot, tons of Internet leads flowing and customers and banks saying, “Let’s do the deal!” We in the car business like to refer to that as “good times.”

In my previous article, I laid out four potential game-changers that, if implemented, can ensure increased success for your retail operations. By definition, momentum cannot be achieved without motion. To put things in motion, a foundation must be laid first. So, let’s fire up the cement mixer and start pouring.

• Identify one idea, process or strategy that must be changed: One reason many of us never get around to changing things is that the challenges appear too great and we don’t know where to begin. If you start with one item at a time, you can significantly increase your chances of making a complete change. When I take on a turnaround project at a dealership, I use this same strategy. The little changes add up, and the snowball effect begins to create momentum.

• Ask a respected colleague how they do things: The ego can be a dangerous thing. Unwillingness to seek advice keeps some really talented people from getting to the next level. If you are the top guy at your dealership, make it your responsibility to mentor a new sales professional. If you’re looking for answers, seek out people who are operating at the level to which you aspire. Come up with some intelligent questions, track them down and ask away. This is how you’ll become a better salesperson, manager, GM or even dealer. If you are in senior management, join a 20 Group. If you are a sales professional, seek out a professional network for auto sales people. If you can’t find one, let me know.

• Put a new issue on the table: Sometimes the breakthrough comes from the things you don’t see or think about normally, like an untouchable process, employee, vendor or ritual. Take a look at some of my previous articles for inspiration in this area.

• Re-establish your goals: Goals usually range from sales, gross and income. They can be determined by you, your manager, dealer or, best of all — insert sarcastic smirk here — the manufacturer. As we enter the fourth quarter and the final push for 2011, don’t be afraid to adjust your goals. ... And I don’t mean lower. Instead, recommit yourself and, while you’re at it, think even bigger!

• Review your ‘Why’: What’s the mission? Why are you doing what you’re doing the way you’re doing it? We can forget about the spiritual awakening for now and just keep this idea focused on your career.

• Rally the troops: If you are in management, get everyone involved by spreading the word about fresh ideas, new goals and a renewed approach. Leverage energy and these new ideas to accelerate momentum. If you are flying solo, tell someone about your new changes and the new outcomes you are going to attain. Tell the guy or gal in the desk next to you, Tweet about it or tell all your Facebook friends — and be accountable.

• Start taking positive action: “Action” is a word that’s often referenced but rarely realized, usually because it involves work. Business guru Jim Rohn once said, “What is easy to do is also easy not to do.” In a sense, this makes doing nothing a form of action; it’s just the wrong kind. Amongst the many nuggets of wisdom that were imparted to me by my barber as a teenager, the phrase “Don’t talk about it, be about it,” was one of the greatest.

The truth is, we need momentum. It calls for energy, drives belief in things to come and can make people fearless. It can drive you to make that extra call, take that extra “up” and refuse to give up the gross when a customer counters your numbers. Momentum keeps the competitive spirit alive in the store. You need it, I need it and the dealership must have it to dominate.

The path to the next level requires creative thinking, the courage to change and the courage to try something you’ve never done before. The spirit of the car business is alive and is ready to reward those willing to step up to the plate and get it done. I challenge myself every day and now I will challenge you: E-mail me and let me know what actions you are going to take today. I’ll follow up with you in 30 days to see how it’s going.

Cory Mosley is principal of Mosley Automotive Training, a company focused on new-school techniques, products and services. E-mail him at [email protected].