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 ABR. 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 ABR. 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 ABR. 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.

19 MAR. 2024 · Dive deep into the world of automotive service excellence with "Creating Scorecards for Service Advisors," an essential episode for anyone in the automotive service industry. Hosted by Bart Wilson, J.D. Mixon, and Craig Wilson, this episode of "DrivingSales Defining Leadership" podcast provides a comprehensive guide on developing effective scorecards tailored to Service Advisors. Whether you're a service manager, dealership principal, or an aspiring service advisor, this episode is packed with actionable insights to elevate your team's performance, streamline operations, and significantly enhance customer satisfaction. Chapter List: 0:00 - Introduction to Scorecards for Service Advisors 2:15 - Why Scorecards Are Essential in Automotive Service 4:30 - Key Metrics to Include in Your Service Advisor Scorecards 6:45 - Steps to Implement Scorecards Effectively 9:00 - Utilizing Scorecards to Motivate and Guide Service Advisors 11:30 - Q&A Session with Industry Experts 13:45 - Conclusion and Key Takeaways Be sure to Like, Share, and Subscribe to our channel to stay updated with the latest in automotive service leadership. Learn more at www.DrivingSales.com Discover how to enhance your service department's performance with expertly designed scorecards. Understand key metrics, implementation strategies, and the impact of scorecards on service advisor motivation and customer satisfaction. Don't miss out on this opportunity to transform your service team into a high-performing unit. Maximize Performance: Implement the right management processes to close more deals and ensure repeat business. Drive more volume, gross, and CSI without additional marketing or inventory expenses. Strengthen Culture: Execute your processes more consistently by automating your people strategy. Train consistently and hold your team accountable to create a thriving service department culture. Increase Retention: Stop the revolving door of talent by providing clear career paths, professional training, and success opportunities from day one for new employees. Accelerate Growth: Quickly turn new hires into top performers with our automated orientations and career mapping strategies. Get your service advisors producing quickly and efficiently!

7 MAR. 2024 · In this episode of "DrivingSales Defining Leadership," hosts Bart Wilson and J.D. Mixon engage in a conversation with Derrick Woolfson, the Vice President of Business Development with an unparalleled expertise in revolutionizing the automotive and heavy-duty trucking sectors. Derrick shares his unique path from a fresh college graduate to becoming an instrumental figure in leveraging technology and customer relationships to drive growth and efficiency in an industry ripe with potential yet facing technological lag. The discussion uncovers Derrick's strategic approach towards customer relationship management, the critical role of establishing a BDC, and the evolution of digital advertising strategies in maintaining competitive edge. The trio delves into the necessity of building a strong corporate culture, emphasizing employee retention and development to navigate the challenges of a tight job market and the technician shortage. Derrick's insights into the significance of partnership over mere vendor relationships offer a fresh perspective on tackling industry-specific hurdles and fostering innovation. Moreover, Derrick's narrative highlights the importance of mentorship and a growth mindset in achieving professional milestones, along with the value of listening, adapting, and executing strategies that resonate with both employees and customers. This episode not only offers actionable strategies for automotive leadership but also inspires a proactive stance on future trends, digital transformation, and the power of a united team vision. Chapter List: 0:00 - Introduction 0:38 - Welcoming Derrick Woolfson 1:37 - Derrick's Start in Automotive 2:47 - Transition to Business Development 6:15 - Comparison Between Automotive and Heavy-Duty Trucking 10:01 - Technological Advancements and Customer Relationships 13:31 - Building Partnerships and the Future of Digital Advertising 16:40 - Employee Culture and Retention Strategies 23:11 - Leadership and Mentorship 27:18 - Looking Towards 2024 and 2025 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!