DEALERSTRON G Harlene Doane, COO Developing Your Talent Pool: Planning for Your Business Future
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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
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