Archive for the ‘Leadership’ Category

Has Social Media Become An Excuse?

Thursday, July 31st, 2014

You’re on Twitter, Facebook, LinkedIn, Instagram and more every day. You post comments, pictures and comment on others posts and pictures. You post articles, surveys, look for affiliations, market yourself and work to create engagement with others. You text, e-mail, FaceTime and do Google Hangouts. You do all of this and yet most of you are truly trying to run and hide.

First of all, let me state that I think social and digital communication is fantastic. I think it should be a part of everyone’s day if you want to share, engage, market and tell your story. Social media and digital communications allow you to reach and connect with audiences you could never reach in ways you could never do without these media.

However, I also think for all the good that social and digital media do, they make it easy to create unintended consequences. One of those unintended consequences is that it becomes too easy to not try more direct communications that are — and always will be — more personable and powerful.

Social media and digital communications, for all their power and ease of use, do not replace in-person communications. They do not replace a personal phone call. Social media should not replace personal hand-written notes and cards. Social media should be used with, but not in place of, traditional media.

I see more and more people hiding behind a keyboard or a mobile phone, scared to death to actually engage with people in an intimate, personal way. Yes, social/digital is easy and can even be preferred by many, but you are a human being and human interaction has dynamics that social and digital cannot replace. Social media has made it easy for people to get lazy and avoid the work that must be done. Social media does not replace selling or shaking someone’s hand, looking them in the eye and asking questions while utilizing empathy and compassion expressed through the human body.

I recommend you think “in person first, phone second and all other media next.” Never forget the power of the human desire for connection. Social media has connected more people than anything in history. At the same time, it has disconnected more people than anything in history. Do not get lazy and use social and digital media as an excuse to hide and be lazy.

Think of emotions that can be created with an in-person visit. Think of emotions that can be created with a personal phone call. Think of emotions felt from reading a hand-written card or note. I promise you that those emotions are more intense than from an e-mail or text. This crosses generations. Young or old, we are all people.

The whole new vs. traditional media argument is a farce. It’s a false argument. One does not replace the other but, used wisely, augments and supports the other. Use social media as a tool and not the solution. You may use different tools to complete a job, but your rarely use only one tool. If you don’t have all the tools, you cannot complete the job. Use all your tools.

For a free special report titled “5 Major Social Media Mistakes and How They Hurt Your Business” send me an e-mail to with the title “5 Major Social Media Mistakes” in the subject line.

The Conundrum of Johnny Manziel and Time Tebow

Wednesday, May 7th, 2014

Whether you are a football fan or not, unless you have been living in a cave you have probably heard a lot about Johnny Manziel and Tim Tebow.  What Tebow and Manziel have in common is that both are former Heisman Trophy winning college quarterbacks.  What they both also have in common is that they are both very much hated and reviled by so many.

From the outside looking in, they are polar opposites in many ways. Tebow is publicly very religious and Manziel is not. Tebow is outwardly extremely humble and Manziel is viewed as being extremely cocky and even arrogant. Tebow apparently lives a very straight arrow life and Manziel has had his share of documented days of partying. Tebow never reacts to his detractors and Manziel seems to give the proverbial middle finger to his. Tebow quotes scripture and Manziel plays rap. Tebow appears humble while Manziel seems to flaunt his ability with a little in your face style.

Manziel and Tebow outwardly opposite in every way but yet both share in common massive doses of venom by the media, coaches, some players and large amounts of the general public. Tebow the humble, virtuous Christian is hated and Manziel the cocky, partying one man show is hated as well. Actually, I am not sure which one seems to be condemned and hated the most. Seems to be a conundrum doesn’t it.

In my opinion, the answer in this does not lie in the characteristics of either Manziel or Tebow or what they do or don’t do. The answer to this conundrum lies with people who are constantly judging others. Often these people judge them but inwardly are wishing they could be more like them.  They are not really hating on Manziel or Tebow. Instead, they are expressing their hatred of themselves and their own perceived shortcomings expressed outwardly towards Manziel and Tebow. Haters hate because that is what they do.

Don’t be a hater and stop judging others. Look at yourself and judge yourself. Work on yourself and let others be. Success and happiness is always an inside out job.

Why Dealerships Struggle: Part 3

Thursday, December 5th, 2013

What is the plan at your dealerships for training your team members? If it is what I have seen at most dealerships, it’s not enough. As a matter of fact, if you are operating at the industry standard, it’s embarrassing. Dealerships that struggle always have people who are not trained enough or trained properly.

In 2011 NADA stated that the average automobile dealership in the US spent $654 per vehicle on advertising. How much per car was spent for training? I don’t know the exact answer but know but I know it was not much. In all struggling dealerships, the necessary capital requirements of time, money and effort have not been spent to create a winning team through better training.

Automotive buyers are far more educated than ever before, however the average dealership is operating at about the same training level that has always existed. Yes, the dealerships have more factory requirements for product training but that should be considered a given that all salespeople know the product. What I am talking about is what really improves your team and moves the needle. – Sales skills, people skills, life skills and marketing skills.

The majority of automotive dealers are far more concerned with their advertising and marketing than their people. That may sound harsh but it’s true. Many dealers talk about caring about their employees but do you really care about them if you are not giving them a chance to succeed. It may be that most dealers consider advertising and marketing as having an immediate pay back. Advertise today and see traffic tomorrow. Most dealers spend a ton of money to bring customers in the door but none on what to with them once they are there.

Many dealers are skeptical of investing in their people because of turnover. There seems to be a lot of skepticism around the ROI of training employees because they may spend money and then the employee is gone. This reminds me of the old saying “The only thing worse than investing in people who don’t stay is not investing in people who do.”

The other response I hear a great deal from dealers is, “I expect my managers to train my employees.” I would agree that managers should definitely train and train every single day. However, let’s look at that idea a little deeper and ask some questions.

#1 – What are your managers education and expertise in the area of training? Does being a manager mean you know how to train?

#2 – What all do you want your managers to train on? Are there many areas in people skills, life skills and marketing skills they wouldn’t know much about?

#3 – Are your managers getting done all the things you want them to do now? If they are not, are they most likely to take this additional duty on?

#4 – Is it smart to have all your training and education come from within your organization?

If you want to recruit, hire and retain really good employees then you must offer a road map for their future that includes training and career advancement. Good people are not looking for a job they are looking for a career, opportunity and a dream. Employees can find a paycheck anywhere but exciting dreams are hard to come by.

Take Enterprise Rent A Car as an example. Probably the best recruiting, dream-selling company there is. If you visit any Enterprise Rent A Car location you will find a college graduate, with proper attire, a big smile and intelligently working a trained process and actively pursuing their career goals.

Enterprise recruits hard on college campuses and offers a strong growth oriented career path. These college-educated and capable young folks are taking a rental clerk job because of a dream. The real numbers show that after two years a very large percentage of the employees leave after two years because they don’t believe the dreams are going to happen but the rest wind up doing very well within the company. Compare what an automotive career has to offer in compensation, career and rewards. An automotive career is light years above Enterprise Rent A Car. So why don’t dealerships get those types of people most of the time?

Most automotive dealerships never even try to get better people. Many are still stuck in the dark ages of running an ad in the newspaper when they NEED people. Secondly, most qualified job seekers would never have a clue about the career and money potential in the auto industry.  The hard truth is the prevailing culture and environment of most dealerships would not allow those dealerships to recruit, hire or retain better people. The whole environment is set up to recruit needy lower level people and perpetuate turnover. If that is not the case at your dealership you can accept my apology and my congratulations on the effort you are putting in to improve your professionalism.

If you don’t believe training works then look at McDonalds. McDonalds takes lower level potential employees and combines massive training and incredible process and gets consistent results in thousands of franchises. If McDonalds can train can you?

Confidence comes from competence. Competence comes from training which in action forms education. I have often referred to training as like sunburn that wears off. That’s exactly right and that is why training done every day becomes lasting education. Training is an everyday thing not a sometimes thing.

You must have full commitment from the leaders of your dealership to education with full accountability and no excuses. When this occurs you change the dynamic of your dealership into one of a better culture and winning mentality. Without constant education your dealership will always struggle. Winners educate and take action everyday.

Playing To Win

Friday, June 21st, 2013

The San Antonio Spurs played not to win and wound up losing. The Spurs gave the power and control of the game to the Miami Heat and Miami took the power and control of their destiny and won. The Spurs will forever regret the position they took. Business lessons learned: Play to win instead of not to lose. Never give away your power or control of your destiny to the competition.

Change More Than The Calendar

Thursday, January 10th, 2013

The last quarter of the year rolls around and you begin to hear some common refrains:

· “We are waiting until the first of the year”

· “Starting in January I am going to…”

· “We have to wait until spring when business picks up”

· “The first of the year I am really going to get into it.”

Here’s the reality for most people who make these statements: The calendar is the only thing that changes.

If you are waiting for the calendar to change your life or your business, you are kidding yourself. My own observation is that these false start dates are nothing more than excuses and actual obstacles to not face reality and take action. No matter your intentions, I think everyone has been guilty of false statements at some time.

Words are cheap. A U.S. General once said, “Every year I pay less attention to what people say and more to what they do.” Action is always where the rubber meets the road. However, actions are preceded by proper thoughts and beliefs. Just because a person says they are going to do something does not mean that their brain buys into the idea.

When you make a statement, you are consciously choosing to do so. The problem begins when your subconscious does not match up to the conscious choice. If your subconscious does not have any evidence to support your statements, the subconscious immediately begins to sabotage your thoughts. This is precisely why traditional goal setting and New Years Eve resolutions fail.

I have heard many times that in setting goals they must be believable to work. You can hear the “believable goals” mantra and interpret this to mean you need to pick a safe goal. Safe goals rarely inspire you to action. Safe goals are easy to say but they don’t fill enough emotional needs. Behind all realized goals are strong emotions that were on fire to be realized.

First of all, you have to set inspiring goals that create emotions inside you. Otherwise all you are doing is writing out a To-Do list. When was the last time you were “geeked” by your To-Do list? Stop listening to everyone’s “10 steps” and “10 rules” to everything and the “Dummy’s Guide to Goal Setting” and start living by your rules. It’s your life, your goals, your emotions and your rewards if you reach your goals. You make the rules. Go for as large a goal as you desire.

Secondly, start giving your subconscious all the evidence it needs to start believing. You may write your goal 100 times a day. You may write your goal and put on your bathroom mirror and say the goal aloud 10 times every morning. You may find 10 people who have reached your goal and reach out to interview them on what they did. You may close your eyes and visualize yourself at the moment you reach the goal and see it in vivid colors, feel the feeling as strongly as you can feel.

No matter what goal you choose, you have to take some kind action. Take a step, no matter how small, and then set in stone your next action and action date. The next action should be soon. The next hour or the next day would be best. Don’t make the next action step too long after the first, or leave it to chance that you will take your next step.

The dirty little secret to reaching any and every goal is that most goals are made up of small, boring, mundane steps that lead to your success. We live in an instant gratification society – “8-Minute Abs,” “Lose 10 Pounds in One Week,” “Lose Six Inches in One Week,” and so on. Those ads are all brilliant marketing strategies, because they promise instant results. The headline of “Lots of sweaty exercise and eating tons of vegetables will help you lose weight this year” would not get a lot of response. The general public would say they hate hype but the truth is most people love hype. People love HOPE – the easier the better.

Don’t wait for a calendar to change your life or your business. Usually the only thing that changes is the calendar.

Getting To The Next Level: Part 2

Friday, January 4th, 2013

Last month, we took a look at programming your subconscious to be the best supercomputer you’ll ever need to achieve success. This month, let’s take a look at some other ways to survive and thrive in your situation, and find the joy in your career and life.

First, you must quantify to qualify. You have to get a handle on what you are currently doing, and be honest. I have consulted with thousands of businesses over the years. I have found few, who are currently unsuccessful, willing at first to be honest about the reasons for their lack of success. There are almost always tons of excuses and a shocking lack of self-awareness.

Have you ever watched the reality TV shows about unsuccessful restaurants, bars, hotels, etc? You will notice it’s always the same elements in their lack of success. It also does not take a genius to discover it and fix it, but it does take self-awareness and honesty.

Self-awareness and personal responsibility are cornerstones in creating success or moving to another level. Programming your autopilot with successful habits is essential to success. Be ruthless with your time, because you cannot get it back.

Another cornerstone of success and goal attainment is to utilize what I call the “Polarization Effect.” This has taken me decades to truly understand and something I must be mindful of every day to experience ultimate success. Ultimate success is not only measured by the goal attainment, but in also truly enjoying and breathing in all that you have while you go for what you want.

Let me be more specific. Pain can be a tremendous motivator. Pain in your current position can move you towards getting what you want. You may have great pain about your income, financial position, weight, relationships, etc. This pain leads you to a defining moment. To quote the line from the movie Network, “I am mad as hell and I am not going to take it anymore.”

Some people may use this pain to motivate them for the rest of their lives. However, true joy and success comes from not only using this motivation to drive you, but also taking a deep breath every day as you drive yourself and realizing the joy you are receiving from the doing.

Attainment of goals without the enjoyment of doing is hollow. In this case, nothing can be good enough and no goal, no matter how big, can fulfill you. Begin to truly enjoy the moments of what you do. Strive to find absolute amazement and wonder in excellence.

Recently, I went to a concert featuring The Dirty Dozen Brass Band, Little Feat and Delbert McClinton. I have been listening to their music and watching these performers for decades. I watched in awe at the magnitude of their skill. These performers are better now than ever. Their passion was evident. I have also sat and watched a man shine shoes for 20 minutes and found myself amazed at his skill, communication and passion.

To be an expert and to be truly amazing at anything takes passion and dedication. Every day, look for examples of that passion and dedication in others and in you. Although it takes honesty about what you are doing right, it takes grace to give you and others credit for what you are doing right. Recognize and enjoy the performances.

There is a scene in the movie The Hustler with Paul Newman where Newman’s character, Fast Eddie Felson, is grousing about being a loser in life, but also talking about how he feels when he has a pool cue in his hands and his feeling of something truly amazing. His girlfriend in the movie, Piper Laurie, passionately tells him that most people go through life and never feel that kind of passion or excellence, and that he is anything but a loser.

Just remember, on the days that are not easy and the days you feel down on yourself, you are excellent and that you experience passion like few ever experience.

Go to work on seeing, doing and feeling that excellence as much as you possibly can. When you utilize the pain to motivate and the passion and feelings of excellence to saturate, then you are using my “Polarization Effect” to the fullest. You are using polar opposites in a way to maximize your skills, time, energies and enjoyment. The good news is that it does not take more effort to get to the next level. It is just a different type of effort and awareness.

Are You An Olympian?

Thursday, October 4th, 2012

Did you watch some of the Olympics or hear news reports from the games? The Olympics are always fascinating for two reasons: The performances are amazing, and the back stories for each and every Olympian are just as amazing, if not more so. My question for you is, are you an Olympian?

One definition of an Olympian, of course, is someone who competes in the games. Other parts of the definition can be:

• Majestic in manner

• Superior to mundane affairs

• Surpassing all others in scope and effect

If you are great at what you do, you are truly majestic. If you are great at what you do, you are definitely superior to mundane affairs, and you will surpass all others in scope and effect. If you are producing great results, you are an Olympian; if not, it is simply a choice to be so if you choose. Often, through fear-based and limited thinking, people make excuses for their lack of performance by saying why they are not getting results or cannot get results. You will also hear people make excuses as to why others are having those results when they are not. The key word is excuses.

Whenever you hear an Olympian interviewed, you often hear the same components. First, they set a goal. Next, they began a course of intense action that involved extraordinary planning, practice, coaching, mental preparation, persistence, perseverance and adjustment to set-backs. You often hear of breakthroughs that come through tragic conditions.

You can be an Olympian at anything you choose if you are willing to set a strong goal and create Olympian habits. Listen to the stories that are told about the athletes. They all get up early every day and follow a habitual course of intense training. The athletes are continually seeking advanced coaching, where massive gains can sometimes come from slight adjustments. The athletes are always seeking even one slight change that can make a difference. Every single athlete can describe conditions of self-doubt, or times where their will seems to be lacking, but they persevere and can see what has come from their persistence.

When you watch a swimming event and examine the time difference between the first and third-place finisher, it can be shocking how close they are. If you watch a volleyball match, you can see a long, grueling match often come down to one play. Watch a judo competition and you may see the winner get their result from one perfectly executed maneuver. In all of these examples, the difference between winning and losing can be slight. In business, if you were to put forth the effort demonstrated by the Olympic athletes, you will always win in the long run. You cannot be denied — it is as absolute as turning on a light. Would you do what it takes habitually if you knew you could not fail? So, go do it. Be an Olympian.

If you would like my free Special Report “Ten Things You Can Do to Become an Olympian,” e-mail me at with the “Olympian” in the subject line.

The Power of Now

Friday, August 3rd, 2012

The intention of goal setting is to look toward the future and think of and plan for what you desire. Goals provide hope. My definition of hope is “Having Optimistic Predictions & Emotions.” However, goals can create your biggest stumbling block to getting what you desire.

Ralph Waldo Emerson said, “The only thing that will grow is that which you give energy to.” To focus your mind on what you desire is great. Concentrate on the why? “When the why gets strong the how gets easy.”

The Law of Attraction will bring to you what you think about. Your thoughts are impressed into your subconscious mind. “What you impress, you express.” All thoughts and actions will attract similar people and events that support your thought and action patterns. The Law of Attraction is an irrefutable universal law, supported by Meta-Physics and Quantum Physics.

Failure in goal setting comes in trying to get something rather than attracting it. Usually the obstacles anticipated when plotting to get something, rather than asking why you want it, create subconscious messages of struggle and difficulty. A person with the best of intentions can quickly tire of struggling and quit. This let down begins a pattern in the subconscious: struggle, frustration and failure. Reasons to lower standards or to quit can become a reality.

True power comes from knowing “you are who you decide to be at any given moment.” It doesn’t require jumping hurdles; it only takes deciding to become the person you desire. At that moment, by not seeing the how-to hurdles as obstacles, you will begin to think, act and become your desires. You may not know exactly how and when this is occurring, but you must trust that it is.

The root of the word “decide” means “to cut off.” Thus, to decide is to cut off from all other possibilities. This decision for your desires will propel your actions toward a much higher level. The people who succeed at such levels operate at greater consciousness than people who do not.

Understanding the power and process of your mind helps create exactly what you desire. Set goals and focus on what you want to happen, which will put into motion the energy, and through the Law of Attraction, will bring to you the people, things and events to match that energy.

The key to getting what you want is realizing the power of now. To get what you desire for the future, you must realize and accept that the creation and cultivation of your desire is this very moment. Decide, accept and act with the power of now.

Don’t Drink The Water

Monday, July 16th, 2012

Traffic is better, sales are up, profits are high, dealers are buying at NADA and the whole world is rosy. Don’t drink the water! I am not saying you should not be optimistic and I am certainly not an economic forecaster coming with claims of doom and gloom. However, I am saying that your fortunes in the future will have a whole lot less to do with the economy than what business practices you put into place.

There is an over exuberance in dealer land right now based upon the feeling of an improved economy. When you base your happiness and expectations on what is happening in the economy and marketplace you have given away your power. You are a slave to external forces and a victim to your own lack of personal responsibility.

Many dealers are seeing increased profits based upon less competitors and more traffic. Both are fine but the one thing guarantee is that both will change. When those things change many dealers will once again experience the pain of lower sales and lower profits. For many, the pain will occur long before those things change. The pain will begin to occur in good times instead of bad leaving many dealers frustrated and wondering why.

In good or bad economies you must build a business with an extremely sound foundation. Your dealership must be built on 4P’s – People, Process, Product and Positioning in your market. If you do not have these four things your business will experience cracks in the foundation and crumble quickly no matter the economy or how much technology you have.

People – Do you have written and executed procedures for recruiting, hiring, training and retaining the RIGHT people? Are you recruiting people every day? Start to recruit when you want people, rather than when you need people. Do you have a set series of interview questions to give a good and thorough interview? Do you have predictive indicator tests that can help quantify a candidate’s skill set? Do you have multiple interviews or just one with only one person? Do you have an intense training regimen for new hires combining classroom and experiential learning? Do you have an initiation period where a new hire is immersed into their new job with assistance all along the way? Do you have ongoing daily coaching to personally develop your team members and provide constant feedback channels?

Process – Do you have written, actualized and reviewed processes for everything in your dealership. Sales process, deal process, save-a-deal process, one-on-one coaching process, make ready process, F&I process, service drive and service work process, office process etc. Randomly pull ten deal folders from last month and review your worksheets for how the deal process worked. Can you tell me you have a consistent deal process? If you don’t have a consistent process, I can guarantee that your sales, gross profit and CSI are lower than what they should be. Is everyone and everything being held accountable through constant review?

Product – Do you have a written, actualized and reviewed process for your inventory? You must quantify to qualify. What are you stocking and why? What are the real numbers behind this? Do you have an inventory turn plan that treats your inventory as an investment that maximizes ROI and yield per investment? When do you review this and who is in charge and how are they held accountable? Do you have programs in place for seasonable and model year changes? Do you restock based upon today’s data or yesterdays gut feeling or worse yet what your used car manager likes to buy?

Positioning – What is your SDP? (Specific Defining Proposition) What is the story of your business that will connect buyers to you? What is your market? What media will you use? What is your message to reach that market? What are your competitors doing or not doing? What are the opportunity gaps in your marketplace? Do you have a marketing calendar for the year? Do you have holidays, seasonal and other events plotted and planned? Do you have a traditional media and digital media program that practices intentional congruence to multiply your affect on the marketplace? Do you have a written, formalized customer communication system that segments and personalizes your messages to your current customers based upon who they are and what they have bought to increase customer retention? Do you have a social media communication channel that engages your customers and connects them to everything you are doing at your dealership?

There was an old saying that “Car dealers at times made money in spite of themselves.” That statement can no longer be true. The margin for error in the automobile business is now very slim. The successful automobile dealer can no longer be just a great entrepreneur but now also must be a great business person. This is not a forgiving business anymore. The marketplace today rewards speed, agility, adaption, process and the ability to learn combined with action.

Do not get wrapped up in arrogant over exuberance in the marketplace. Doing so will create a cruel master that victimizes and enslaves you to every whim of Wall Street, manufacturers and politicians. Dealer beware, you must be much better than you ever have been before!

Don’t You Really Care About Your People?

Tuesday, July 3rd, 2012

When you strip away your bricks and mortar, web site, CRM systems, inventory and everything else, what really matters? It’s your people. The bottom line is people make a business successful or unsuccessful.

If you are a dealer or a leader of a dealership, what are you doing to recruit, hire, train, motivate, educate and retain good and even great people? If you truly want to see what is most important to you, then all you have to do is review where you spent your time last week, last month and last year.

No matter what lip service many of you will give to how much you care about and want good people, you will notice that you spent most of your time on everything but your people. You may have worked on upgrading your facilities, buying inventory, spending time with the manufacturer representatives, talking endlessly with advertising and marketing companies about the next great magic bullet to drive people in the door but at the end of the day, how much time did you spend directly with and for your people?

Jack Welch, the retired CEO of General Electric and widely regarded as one of the better business leaders in the last one hundred years has said often in interviews that some of the most productive time he spent as a CEO was in training and educating his managers and people.

Do you have written, quantified, actualized and reviewed plans for recruiting, hiring, training and retaining your people? Let me hit you right between the eyes here. Most dealers do not have any formalized plan for the above items and never will. Those dealers/managers will bitch, moan and groan all day about the problem of getting or keeping “good people” but are doing little to nothing about changing it.

Here is the reality. If you have people you don’t want, doing things you don’t want, getting results you don’t want, ask yourself who hired them or developed them! Either you hired the wrong people or you did not do a good job in developing them. Dealers and Managers, stop playing the blame game and take personal responsibility for the state of YOUR business and your challenges that you face with your people.

Your challenges have nothing to do with the economy, location, brand or the nature of generation X,Y, Z or any other alphabet description we give to a generation. Your results all boil down to how good a job you do or don’t do in recruiting, hiring, training, educating, motivating and retaining good people.

Here is a quick checklist:

1) I have a written, actualized and reviewed plan to recruit people to my business using multiple sources everyday in an ongoing fashion so I am recruiting from a position of want not need. Needy people rarely get what they want.

2) I have a written, actualized and reviewed plan for interviewing potential employees that involves set interview questions, the amount of interviews and who is to do those interviews.

3) I have a written, actualized and reviewed plan that includes an “Ideal Employee Profile” for all positions to quantify exactly what I want in an employee before I begin recruiting.

4) I have all the tools necessary to add some science to the art of hiring using different test, predictive indicators etc.

5) I have a plan to educate and train my employee’s everyday or every week and not just when the factory tells me to train them on product.

6) I am monitoring and know in detail my turnover situation including total numbers, percentages and why by providing exit interviews and management discussions about how we might have failed in recruiting or training this person.

7) I am providing consistent coaching sessions with my employees in assisting them to grow and learn while avoiding potential pit falls.

To change anything you must first take stock of where you are and where you want to be. Where you are today is because of decisions you made in the past and where you will be in the future will based upon the decisions you make today. THE most important decisions you make today will be people based decisions.

For my FREE Special Report “Ten Tips for Recruiting Salespeople Successfully” email me at with the word “Recruiting” in the Subject line.