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DEALERSTRONG
Harlene Doane, COO
Developing Your
Talent Pool:
Planning for Your
Business Future
Who
believes
they have a
talent
problem?
Who believes they are in the Car
Business?
Developing Your Talent Pool:
Planning for Your Business Future
The Workforce is Shifting Rapidly
Which factors most influenced your
decision to accept your current position?
Opportunity for personal development
Reputation of the organization (36%)
Starting salary (21%)
Working hours and leave allowances (9%)
Which three benefits would you most
value from an employer?
Training and Development – 22%
Flexible working hours – 19%
Cash Bonuses – 14%
There just isn’t a talent pool
in my market.
What Separates These Two?
1. Training /
Development
2. Practice
How to Train Your Swimmers (Talent)
1. Provide Exploration Opportunities
2. Set Expectations
3. Teach the Basics First
4. Build Confidence/Reward
Performance
5. Practice to Refine Skills
1. Water Exploration
If they aren’t
comfortable in
water, you can’t
teach them to
swim.
1. Auto Exploration
Career Day
Allow prospects
to explore your
dealership and
opportunities
2. Set Expectations
If swimming was to
become your full time
job, would you want it
to be enjoyable?
2. Set Expectations
If automotive sales was to
become your full time job,
would you want it to be
enjoyable?
Pre-Boarding Properly
2. Set Expectations
Onboard Consistently
Provide Training
Opportunities
2. Set Expectations
3. Teach the Basics First
Arms
Legs
Breathing
3. Teach the Basics First
What to Say
How to Say It
How to Present Themselves
How to Present Vehicle
4. Build Confidence/Provide Feedback
Set Small Attainable Goals
Acknowledge Progress
Feedback
4. Build Confidence/Provide Feedback
Praise – general, no specific
Susie you are so talented!
Great job on the month Joe!
No depth, no action, no
motivation to improve.
4. Build Confidence/Provide Feedback
Feedback – specific, issue
focused
Susie your efforts on
ensuring that all accounts
payable are entered on time
has helped us shave 3 days
off our parts reconciliation
process. Thank you
4. Build Confidence/Provide Feedback
Feedback – specific, issue
focused
Joe, last month, was great
due to the increase in gross
profit per unit you and your
team produced. Keep it up!
4. Build Confidence/Provide Feedback
Set Small Attainable Goals
Acknowledge Progress
Feedback
Build Confidence Continually
Reward Performance
5. Practice to Refine Skills
Daily Instruction Daily Practice (Role Play)
Reflection Time
Peer/Social Interaction
Continual Coaching/Mentoring
How to Train Your Swimmers (Talent)
1. Provide Exploration Opportunities
2. Set Expectations
3. Teach the Basics First
4. Build Confidence/Reward
Performance
5. Practice to Refine Skills
If You Want the Best Talent in Your
Pool
Train the Best Swimmers
Thank You. 
For More Information:
 Visit http://www.dealerstrong.com/
 Call our office @ 877-811-8107

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