27 JUN 2024 · Welcome to another episode of “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Remote Work in Dealerships: Insights from Mike Donovan,” hosts Bart Wilson and J.D. Mixon are joined by Mike Donovan, CEO and co-founder of Search Engines MD. Mike shares his extensive experience managing a remote workforce and how it can benefit dealership operations. Throughout the discussion, Mike highlights the importance of work-life balance, effective communication, and fostering a supportive team environment. He explains how remote work isn't just for tech companies but can also apply to dealerships with multiple locations. Learn how to implement successful remote work strategies, maintain team cohesion, and ensure productivity across your dealership's workforce. Join us to gain valuable insights, practical tips, and expert advice on adapting to the evolving workplace landscape. Whether you're looking to enhance employee engagement, improve operational efficiency, or explore new management strategies, this episode is your go-to resource for dealership excellence. #### Chapters ``` 00:00 Introduction to the Episode 01:08 Introduction to Mike Donovan 03:00 The Concept of Remote Employees in Dealerships 05:20 Benefits of Remote Work for Dealerships 07:35 Importance of Work-Life Balance 10:12 Managing Remote Teams Effectively 12:45 Communication Strategies for Remote Teams 15:30 Aligning Remote Employees with Dealership Values 18:20 Building Relationships in Remote Teams 20:15 Implementing Remote Work Policies 22:00 Overcoming Challenges in Remote Work 25:10 Success Stories from Remote Teams 30:45 Mike Donovan’s Tips for Remote Workforce Management 32:50 Tools and Technologies for Remote Work 35:00 Q&A and Listener Insights 37:45 Closing Remarks and Contact Information ``` #### Contact Information If you want to learn more about our human capital management platform and how we can help dealers with effective workforce management, reach out to us at podcast@drivingsales.com. Visit [DrivingSales](https://drivingsales.com) and join the community discussions under the Community tab. Become a DrivingSales VIP by emailing us at podcast@drivingsales.com and help shape the conversation in automotive leadership. --- This description and chapter list should provide a comprehensive overview for your podcast episode. Let me know if you need any further adjustments!

18 JUN 2024 · Welcome to “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Dealership Excellence: Employee Certification Insights,” Bart Wilson and J.D. Mixon, with over 30 years of combined automotive retail experience, share how certifications can boost your dealership’s performance. Every week, we chat about crucial topics like human capital management, improving processes, and what today’s workforce really wants in a career. Our mission is to help dealership professionals—from department managers to general managers—see why tailored certifications matter and how they can create a more engaged, competent, and successful team.  Join us to get valuable insights, practical tips, and expert advice on building and implementing certification programs that fit your dealership’s unique style. Whether you’re aiming to enhance employee skills, improve retention, or drive more sales, this podcast is your go-to resource for achieving dealership excellence. Chapters with Timestamps: 00:00  Introduction to Certifications 10:15  The Need for Customized Training 20:30  Building a Certification Program 30:45  Assessing Competency and Performance 40:00  Continuous Improvement and Scaling 50:15  Q&A and Listener Insights   Subscribe now to stay updated on the latest episodes and join our community of dealership leaders dedicated to excellence.

7 JUN 2024 · Welcome to another insightful episode of DrivingSales Defining Leadership, where hosts Bart Wilson and J.D. Mixon bring over 30 years of combined automotive retail experience to the forefront. In this episode, we're diving deep into the vital role of BDC (Business Development Center) managers and how their scorecards can be effectively utilized to enhance dealership performance. Joined by Craig Wilson, Customer Success Manager at DrivingSales, the discussion centers on the metrics and best practices that make BDC managers pivotal to dealership success. Episode Highlights: - Introduction to BDC Manager Scorecards: Bart, J.D., and Craig begin by emphasizing the importance of the BDC manager role, highlighting its dual focus on sales and service teams. The conversation sets the stage for understanding how scorecards can track performance and drive improvements. - Historical Context and Evolution of BDCs: The hosts discuss the evolution of BDCs, noting their inception when technology allowed for more precise tracking of sales and service activities. This historical perspective underscores the relevance of BDCs in today's data-driven dealership environment. - Metrics and Quotas for BDC Managers: The core of the episode delves into specific metrics that BDC managers should focus on. This includes effort-based and performance-based quotas, such as the number of appointments set, show percentages, and CRM task completion rates. The discussion highlights the importance of balancing various metrics to avoid overwhelming managers with too many targets. - The Role of AI in BDC Operations: A significant portion of the episode explores the impact of artificial intelligence on BDC workflows. The hosts agree that AI should enhance, not replace, the capabilities of BDC agents, particularly in managing repetitive tasks and improving customer interactions. - Effort vs. Performance-Based Quotas: The conversation navigates through the distinctions between effort-based quotas (like call volumes) and performance-based quotas (like sales outcomes). The hosts advocate for a balanced approach that recognizes both types of efforts in driving success. - Practical Tips for BDC Managers: Practical advice is offered on how to structure scorecards effectively. This includes tips on setting realistic quotas, conducting periodic reviews, and ensuring that the scorecards remain relevant and actionable for BDC managers. - The Importance of Customer Engagement: The episode underscores the critical role of customer engagement in the success of BDC operations. The hosts share strategies for BDC managers to foster positive customer relationships and improve overall dealership performance. - Case Studies and Real-World Examples: To illustrate the concepts discussed, real-world examples and case studies are presented. These anecdotes provide concrete evidence of how well-structured scorecards can lead to significant improvements in dealership performance. - Future Trends in BDC Management: Looking ahead, the hosts speculate on future trends in BDC management, including the increasing integration of advanced technologies and the continuous evolution of customer expectations in the automotive industry. - Conclusion and Call to Action: The episode wraps up with a call to action for listeners to implement the discussed strategies in their own dealerships. The hosts invite feedback and questions from the audience, emphasizing the importance of continuous learning and adaptation in the ever-changing automotive landscape. Chapter List with Timecodes: - Introduction to BDC Manager Scorecards - 0:00:00 - Historical Context and Evolution of BDCs - 0:02:01 - Metrics and Quotas for BDC Managers - 0:03:30 - The Role of AI in BDC Operations - 0:05:02 - Effort vs. Performance-Based Quotas - 0:07:00 - Practical Tips for BDC Managers - 0:09:03 - The Importance of Customer Engagement - 0:11:15 - Case Studies and Real-World Examples - 0:14:04 - Future Trends in BDC Management - 0:16:52 - Conclusion and Call to Action - 0:19:10 Join us in this comprehensive exploration of BDC manager scorecards and discover how to optimize your dealership's performance with actionable insights and proven strategies. Tune in now and take the first step toward redefining leadership in your automotive dealership! Be sure to Like, Share, and Subscribe to our channel to stay in the loop. Learn more at www.DrivingSales.com Maximize Performance: The right management processes will close more deals and keep guests coming back. Drive more volume, gross, and CSI without more marketing or inventory expenses. Strengthen Culture: Execute your processes more consistently by automating your people strategy, training consistently, and holding your team accountable. Increase Retention: Stop the revolving door by providing new employees with career visibility, professional training, and a path to succeed from day one.  Accelerate Growth: Ramp up new employees from new-hire to top-performer much faster with our automated orientations and career mapping. Get your employees producing quickly!

31 MAY 2024 · In this episode of the DrivingSales Defining Leadership Podcast, host Bart Wilson sits down with Steve Roessler, Chief Evangelist Officer at DriveCentric, to explore the evolving landscape of leadership in automotive dealerships. Steve shares his expert insights on how effective dealership management strategies and innovative CRM solutions are transforming the automotive industry.  Listeners will gain valuable knowledge on: - The role of technology in enhancing dealership operations - Best practices for human capital management - How to implement successful CRM systems - Leadership tips to drive team performance and customer satisfaction Whether you're a department manager, owner, or general manager, this episode provides actionable advice to help you stay ahead in the competitive automotive market. Tune in to learn from one of the industry's leading voices!

17 MAY 2024 · In this episode of DrivingSales Defining Leadership, hosts Bart Wilson and J.D. Mixon sit down with special guest Michael Hayes, Director of the NADA Academy. With over four decades in the auto industry, Michael shares his invaluable insights on leadership and the evolution of dealership management. Together, they explore how modern software changes impact dealership operations and discuss strategies for fostering a culture of innovation and excellence. Tune in to gain a deeper understanding of what today's workforce looks for in a career and how leaders can adapt to meet these evolving expectations.

9 MAY 2024 · Join hosts Bart Wilson and J.D. Mixon on a journey through the evolving landscape of automotive retail. This week on "Driving Sales: Defining Leadership," we delve into the critical role of leadership during technological transformations in dealerships. With special guest Doug Slezak, a Master Certified Support Specialist from Solera Automate Dealership Systems, we explore the nuances of guiding teams through significant software changes. Discover effective strategies for earning trust and facilitating smooth transitions, even amidst the challenges that new systems can present. Doug shares his extensive experience, providing insights into establishing credibility, gaining employee buy-in, and the importance of clear communication. Whether you're a dealership manager, owner, or general manager, this episode is packed with actionable advice tailored to help you navigate the digital shifts reshaping the automotive industry. For more insights and to explore our range of products designed to enhance dealership performance, don’t hesitate to reach out to us at DrivingSales. Visit our website or contact us directly with any questions or to learn more about how our solutions can benefit your business.

30 APR 2024 · Welcome to the future of automotive dealership management with our latest episode of the "Driving Sales Defining Leadership Podcast," titled "How to Create Sales Manager Scorecards".  Join our expert hosts, Bart Wilson, Craig Wilson, and J.D. Mixon, as they explore the dynamic role of managerial scorecards in enhancing dealership operations and leadership quality. This episode delves into the critical question of creating scorecards for new or used car sales managers to drive performance. Our discussion covers a wide range of topics, including the design and implementation of scorecards, the benefits they bring to management efficiency, and the potential pitfalls to avoid. With decades of combined experience in automotive retail, our hosts bring valuable insights and practical advice that can transform the way you manage your team and operations. This podcast is a must-listen for dealership owners, managers, and anyone involved in automotive sales leadership. By tuning in, you'll gain a deeper understanding of how scorecards can serve as essential tools for setting clear goals, measuring progress, and fostering a culture of accountability and continuous improvement. Don't miss this opportunity to enhance your leadership skills and push your dealership toward greater success. Listen now and empower your management team with the knowledge and strategies discussed in "Should Managers Have Scorecards?" It’s time to take your managerial effectiveness to the next level! 🌟 #AutomotiveLeadership #ManagerialScorecards #Podcast #LeadershipDevelopment #AutoRetail

15 APR 2024 · Join hosts Bart Wilson and J.D. Mixon on 'Measuring Management: Should Managers Have Scorecards?' as they tackle the evolving needs of leadership within the automotive industry. This episode addresses the critical question of whether implementing managerial scorecards can drive greater efficiency and leadership quality in automotive dealerships. Listen as our experts, including customer success manager Craig Wilson, discuss the impacts of performance evaluation systems on management practices and explore real-world applications that could redefine success at your dealership. Chapter List 0:00 - Introduction to Managerial Challenges Introduction and overview of leadership challenges in the automotive industry. 3:01 - The Case for Managerial Scorecards Discussing the need for support and structure for managers through the use of scorecards. 8:01 - Real-World Applications and Benefits Examples and benefits of scorecards in action within dealership management. 15:01 - Panel Discussion: Pros and Cons of Scorecards A roundtable discussion with hosts and guest Craig Wilson on the advantages and potential drawbacks of scorecards. 25:01 - Listener Questions and Expert Answers Addressing audience questions about scorecard implementation and challenges. 35:01 - Conclusions and Future Outlook Wrapping up the discussion with key takeaways and topics for future episodes.

4 APR 2024 · Dive into the heart of adult education within the automotive industry in this insightful episode of "Driving Sales, Defining Leadership." This time, hosts Bart Wilson and J.D. Mixon are joined by John Diaz, a seasoned Learning and Development Specialist from Principle Auto Group. With a rich background in educational programs and a passion for adult learning, John sheds light on how adult education principles are revolutionizing training and development in the automotive sector. Highlights of the Episode: - Exploring the principles of adult learning in the context of the automotive industry - John Diaz's journey from educational expert to automotive learning innovator - Key strategies for implementing effective adult learning programs in dealerships - Overcoming the unique challenges of adult education in a fast-paced industry - Leveraging technology and innovative methods to enhance adult learning experiences Chapter List: - Introduction to John Diaz and Today's Topics - 0:00 - John's Journey: From Classroom to Dealership - 02:45 - Adapting Educational Theories for the Automotive Industry - 10:30 - Challenges in Automotive Training and Development - 18:15 - Innovative Approaches to Learning in Dealerships - 25:00 - The Impact of Technology on Automotive Education - 33:45 - Advice for Aspiring Automotive Professionals - 41:20 - Q&A with John Diaz: Insights from the Field - 48:00 - Closing Thoughts and Key Takeaways - 55:35 Tune in to "The Art of Learning: Adapting Education for the Automotive Industry w/ John Diaz" for a deep dive into how tailored education and training initiatives can fuel growth and innovation in the automotive world. Whether you're an industry veteran, a newcomer, or somewhere in between, this episode offers valuable insights into leveraging education as a powerful tool for success.

27 MAR 2024 · Discover a world where leadership meets innovation in the automotive industry. "DrivingSales Defining Leadership" podcast episode dives deep into the art of leading a team to excellence. With insights from industry experts, J.D. Mixon, Bart Wilson, and special guest, Mel Wilson, Fixed Ops Director of Goode Ford in Burley, ID, learn how to revitalize your leadership approach and steer your dealership towards success. Empowering Teams for Transition: In this episode, we explore the essence of transformative leadership and its impact on team dynamics. Learn how to cultivate a culture of empowerment, where every team member feels valued and motivated to contribute their best. Strategies for Success: Dive into practical strategies that can help you navigate the challenges of the automotive industry. From employee development to leveraging human capital, discover how to optimize your team's performance and drive sales. Cultivating a Winning Culture: Uncover the secrets to building a resilient and adaptable team culture. Learn how consistency in training and accountability can forge a path to success, making your dealership a beacon of excellence in the automotive sector. Join us as we explore these themes and more, providing you with the tools you need to lead with confidence and achieve remarkable results.