The holidays will soon be behind us and a new year in front of us. This is the time most leaders are evaluating their staff. Often there are “weak-links” in the company. So the question is what to do about the weak-links? Dealers must exercise their judgement and make decisions to help the employees become better to replace the employees.
The right decision can depend on circumstances, but a general truth is that you should consider replacing the employee if you determine that he is incapable or unwilling to perform up to the company’s needs.
Before replacing an employee I advise a check list that covers these points:
- Does employee need more training ?
- Better oversight ?
- A Mentor to work with ?
- More support from the company?
Do you have the ability to provide these if needed?
Case Study1 Underperforming Service Advisor: Dealership had 3 Service Advisors and one of the Advisors was underperforming in the sales area but very good with CSI.
In this case, mentoring by a seasoned Service Advisor to help with the sales aspect plus more training by the Service Manager helped bring the Advisor’s sales up substantially and he became a much more valuable employee and better compensated.
Case Study 2 Underperforming Service Manager: In this case the Service Manager of an import dealership with both CSI scores and service volume trending downward. Additional problem was that no one at the dealership could mentor nor offer much assistance. There was no Service Director to mentor the Service Manager. Dealer had to make that difficult decision and hire a better Service Manager.
The terminated Service Manager needed to go to work under a Service Director for mentoring and more training.
I see many executives who should replace a manager who is “in over his head” or has personal issues that are hurting his performance and affecting other employees and of course, the company’s bottom line!
But remember, it is lonely at the top and tough decisions sometimes need to be made.
Donald Jasensky is the Founder and CEO of Automotive Personnel, LLC
For over a quarter of a century Automotive Personnel, LLC has been recruiting key personnel for automotive finance & aftermarket companies, BHPH and franchised dealerships.
Twitter : @DonJasensky