Note: This is the second of a three-part series on a subject that needs more that a single column to do it justice, because women are critical to your success.  Click here to read the first part. In the recruitment process, and throughout your corpo

Note: This is the first of a three-part series on a subject that needs more that a single column to do it justice, because women are critical to your success. There are thousands of intelligent and well-qualified women candidates out there that could

A few months back I posed the question, “Can you pass a compliance audit?” The response was heartening. Most of you believe you have the appropriate processes in place, some of you submitted relevant questions, a few of you requested we help you

The area code on the caller ID was the same area code where the week’s consulting engagement found me. I assumed it was someone from one of the dealerships calling about something. To my horror, the voice on the other end started out with “Mr. Va

I recently saw a vehicle advertised on a dealer website that caught my attention. This pre-owned car was advertised as a “CarFax One Owner”.  Upon further investigation, I discovered that the “one owner” was a rental car company. Even though

It is amazing to me that the vast majority of dealerships continue to pay sales consultants on gross profits.  Straight commissions comp plans no longer make sense.  Don’t dealers who pay sales people on the gross realize that there is this littl

Recently, I went Sporting Simo Clay Shooting with my sons. The trapper sends out a pair of clays simultaneously. It first appears easy but actually is quite difficult because they fly fast and your senses become so magnified in making sure you hit bo

Remember that time when you were driving down the freeway? On auto pilot, not paying particular attention to the satellite radio, no text messages to respond to, no one in the passenger seat blabbering away. Your mind meanders through a thousand diff

Whether you are training new sales consultants or just want to upgrade your sales team’s skills, deciding between online and instructor-led training can be a challenge. In the end, the decision boils down to four factors: content, quality, effectiv