Sally Whitesell, for AutoSuccess Magazine February 2025

Do you think a professional coach would be an exceptional manager in the car industry? An exceptional manager is not only able to manage their team effectively, but also coach individuals while leading by example. This may not include throwing chairs, shouting or stomping up and down the sidelines, although I must admire their passion, but it does include taking responsibility and pride in your team’s development. I bet that statement alone made you think of a coach or manager that you admire.

There are many misconceptions about what qualifies a person for a management position. Most dealerships’ qualification lists consist of the following:

■ Longevity with the company
■ Ability to be punctual
■ High customer satisfaction
■ Manages his or her time well
■ Is a consistent top producer

While these are all outstanding qualities, they don’t necessarily signal an ability to lead and manage a team. Yet often these qualities alone are exactly why advisors are promoted to a manager position. One of the hardest transitions in moving from a great advisor or salesperson to an exceptional manager is understanding that you must hold people to a higher standard, which can sometimes change the dynamic of your former relationships. You are no longer working as a friend but rather coaching as a leader.

If you take this responsibility seriously you will earn everyone’s respect as they see you are making a full effort to develop a successful professional team. Everyone will benefit as business grows, turnover is reduced and production increases. They will quickly understand that you are now in a position of authority, yet if they follow your lead, you will not need to use that position. This can happen by setting clear expectations from the very beginning instead of waiting for the right time. Whether you have been promoted or hired as a manager to lead,
there are some important responsibilities of this position. Here is a list to help you grow your management team this year.

A great manager will:

■ Set clear policies and standards while making sure each player understands the goals.
■ Not accept anything less than their personal best.
■ Be out on the drive to lead and monitor processes daily.
■ Hold individuals accountable to give 100% of their effort not only to improve, but also to work well with others.
■ Offer consistent guidance, direction and encouragement that will educate and motivate.
■ Offer consistent training while rewarding personal growth
■ Not be afraid to correct and even reprimand poor or even mediocre performance and a reluctance to follow processes.

Having the ability to confront people with compassion while pointing out areas that need improvement are important steps to becoming an outstanding coach. Being able to explain company policies and hold people accountable is a critical part of becoming an outstanding manager. No matter how good your numbers look or how educated, experienced or talented you may be, how you treat your people will tell all. Remember, as Maya Angelou said, “People will forget what you said and forget what you did but they always remember how you made them feel.” Look around and see if your team is feeling successful and ready to excel in 2025! ■