The Desk & Leadership·For Sales Managers & GSM·5 min read
The Customer Thinks You’re Making Thousands
Before you send another pencil, find out why the customer believes there are thousands left.
Desk Notes
Desk Notes.
Observations on the desk, store economics, and leadership realities for the people responsible for the store.
Start with the question your store is already asking.
The Desk & Leadership·For Owner & GM·4 min read
Pay $50 to Find Out Why the Customer Left
The customer told you why they left. Find the pattern, then change what the next buyer experiences.
The Desk & Leadership·For GM & Sales Managers·7 min read
Your Store Shouldn't Have to Work Around Your Mood
You can still desk deals at 60 percent. The harder question is whether your people get a fair hearing on the days your battery is low.
The Desk & Leadership·For GM & Sales Managers·9 min read
When Your Salespeople Are Afraid of You
Fear can get compliance today. But when salespeople become afraid to make decisions without the manager, fear turns into dependence—and the manager becomes the bottleneck.
The Desk & Leadership·For GM & GSM·8 min read
The Fastest Manager in the Store Can Become the Biggest Bottleneck
A manager who answers every question quickly can train the floor to wait, hide incomplete problems, and check the manager's mood before using judgment. Speed helps until the whole store depends on it.
The Desk & Leadership·For Owner & GM·9 min read
The Most Expensive “Yes” in the Dealership
Quiet agreement feels respectful in the room and becomes resentment after the plan fails. Strong dealership leadership makes disagreement useful before the store spends three months working around a decision nobody believed in.
The Desk & Leadership·For Sales Managers·11 min read
How to Actually Coach Your Sales Staff
Coaching is when a specific person gets better at a specific thing because of something you did on purpose. The funnel, the diagnosis, the cadence, and the questions that separate coaching from supervision.