DEALERSTRONGHarlene Doane, COO

Developing Your Talent

Pool:Planning for Your Business Future

Who believes

they have a talent

problem?

Who believes they are in the Car Business?

Developing Your Talent Pool:Planning for Your Business Future

The Workforce is Shifting Rapidly

Which factors most influenced your decision to accept your current position?

Opportunity for personal development

Reputation of the organization (36%)Starting salary (21%)Working hours and leave allowances (9%)

Which three benefits would you most value from an employer?

Training and Development – 22%Flexible working hours – 19%Cash Bonuses – 14%

There just isn’t a talent pool in my market.

What Separates These Two?

1.Training / Development

2. Practice

How to Train Your Swimmers (Talent)

1. Provide Exploration Opportunities2. Set Expectations3. Teach the Basics First4. Build Confidence/Reward

Performance5. Practice to Refine Skills

1. Water Exploration

If they aren’t comfortable in water, you can’t teach them to swim.

1. Auto Exploration

Career DayAllow prospects to explore your dealership and opportunities

2. Set Expectations

If swimming was to become your full time job, would you want it to be enjoyable?

2. Set Expectations

If automotive sales was to become your full time job, would you want it to be

enjoyable?

Pre-Boarding Properly

2. Set Expectations

Onboard Consistently

Provide Training Opportunities

2. Set Expectations

3. Teach the Basics First

ArmsLegsBreathing

3. Teach the Basics FirstWhat to SayHow to Say ItHow to Present ThemselvesHow to Present Vehicle

4. Build Confidence/Provide Feedback

Set Small Attainable GoalsAcknowledge ProgressFeedback

4. Build Confidence/Provide Feedback

Praise – general, no specific

Susie you are so talented!

Great job on the month Joe!

No depth, no action, no motivation to improve.

4. Build Confidence/Provide Feedback

Feedback – specific, issue focused

Susie your efforts on ensuring that all accounts payable are entered on time has helped us shave 3 days off our parts reconciliation process. Thank you

4. Build Confidence/Provide Feedback

Feedback – specific, issue focused

Joe, last month, was great due to the increase in gross profit per unit you and your team produced. Keep it up!

4. Build Confidence/Provide Feedback

Set Small Attainable GoalsAcknowledge ProgressFeedbackBuild Confidence ContinuallyReward Performance

5. Practice to Refine Skills

Daily Instruction

Daily Practice (Role Play)

Reflection Time

Peer/Social Interaction

Continual Coaching/Mentoring

How to Train Your Swimmers (Talent)

1. Provide Exploration Opportunities2. Set Expectations3. Teach the Basics First4. Build Confidence/Reward

Performance5. Practice to Refine Skills

If You Want the Best Talent in Your Pool

Train the Best Swimmers

Thank You.

For More Information:

Visit http://www.dealerstrong.com/ Call our office @ 877-811-8107