Stop Handcuffing your General Manager!

Attention Dealer's , Managing Partners or anyone else who would hire a General Manager! You need to read this!

If you find yourself in a position that you are looking to hire a General Manager or General Sales Manager due to either never having one and realizing that you can't do it all, or you are replacing one who has left. You need to get out of their way and let them do the job you hired them to do! You should be hiring a GM that is smarter than you and better at the business, that is what smart dealers do!

All too often I see GM's hired into a failing store who are then handcuffed and not allowed to make the changes needed to make the store a success. If you are the dealer are going to put limits or keep doing the same crap you were doing before you hired the GM, please don't waste their time or your money by hiring them in the firs place!

The new GM should have full control to put their DNA in the store. This should be people, processes and software! The new GM is going to want to hire the people he trust, I would expect them to interview current sales people and managers and decided who stays and who goes. I would expect them to review all advertising and make changes they see fit. I would expect them to review all software being used by the dealership and make changes to what they feel is most productive!

Now as for changing software in the store I do have some guidance here. Its ok to change anything other than DMS. They may only sign 12 month contracts for any system they elect to use.

Before the new GM is hired you as the dealer need to decide what it is you want to see out of the new GM. Do you want to see an increase in gross? Do you want to see more volume? Do you want to see more net profit for the store? The pay plan should be set to drive the GM to reach those goals. You as the dealer have to be willing to share your financial statements and 20 group composites with the new GM. They should be shared with them before you even hire them when the goals are put in writing.

If you as the dealer are unwilling to get out of their way and let them do the job you hired them to do then you have no one to blame but yourself when they fail, or you fail to see the results you wanted! You don't hire a rockstar and then take away their mic!

Jeremy Lewis

Jeremy Lewis

Husband, father of 2 great kids! Student of the car business! Executive Sales Manager DealerSocket

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