This document outlines a SPEED check framework for evaluating key areas of a business. The SPEED check examines: Support (training, tools), People (right staffing), Environment (workplace satisfaction), Expectations (goals and communication), and Design (structure and processes). Conducting regular SPEED checks in these areas can help identify problems, prioritize issues, and guide actions to improve business performance over time. The framework provides a simple way to systematically diagnose root causes and cure diseases, rather than just treating symptoms.
Redefining employee growth and engagement: Using development to unlock employ...LinkedIn Talent Solutions
Ron Storn, Lyft
In this talk, Ron Storn addresses how to grow and engage employees via learning and development programs through the lens of a hyper-growth technology company, Lyft. The speed of business, employee mindset, and the potentially short-life of workplace skills are driving organizations to think differently about how they structure career management and L&D initiatives. Companies that leverage continuous development and look beyond the the workplace are likely to have the advantage in the future. Lyft is leading the way in successfully implementing more modern and relevant approaches in the L&D arena.
Session highlights:
How to use structured 1:1’s as key building blocks for successful growth and talent development.
How to develop employees at all levels in a distributed workplace.
Why simple, self-explanatory core values are instrumental for alignment and engagement.
Driving Better Performance with Better Feedback in 2020BambooHR
Imagine you have to drive somewhere you’ve never been before. Now, imagine you have to get there without any directions—nothing but the end goal in mind. Most drivers would make it there eventually, but only after quite a few wrong turns. There’s no question the trip would be much easier with clear feedback to adjust your course along the way.
Performance management is the same way. If you don’t provide consistent feedback, your employees might feel like they’re driving without directions. Not only is this frustrating and confusing for your people, but it also holds your organization back from progressing at full speed.
TOPdesk: "The Secret Ingredients to Create Service Excellence" by Marian Spru...TOPdesk
As the focus on customer experience sky rockets, employee engagement and collaboration are more important today than ever. In this presentation, Marian Spruit shares three key secrets behind TOPdesks high employee and customer review scores.
Employee-Centered Onboarding: Starting New Hires Off RightBambooHR
What makes employees decide to leave? In most cases, employees make incremental choices that lead to their departure long before they give their two weeks’ notice. Understanding these retention checkpoints can help your organization build hiring, management, and recognition processes to find and keep employees.
Join BambooHR and The Predictive Index for insights on helping your employees stay engaged and productive through all the checkpoints of their career—from great beginnings, to graceful exits, and throughout the exciting, productive journey in between.
Nchra hr as a strategic partner designing strategic initiativesDavid Kovacovich
Here is a slidedeck from a seminar I conducted for HR Professionals via NCHRA in 2013. We focus on workshopping vital areas of Organizational Development to evolve company culture.
Leading a change: Collaborating to connect employees to your company's strate...LinkedIn Talent Solutions
Nurit Kruk-Zilca, Ceragon
Holly Lignelli, LinkedIn
Change happens, but it's how you lead through it that matters. Effective change leadership happens when HR and business leaders build a solid partnership centered around delivering an employee-centric experience. Nurit Kruk-Zilca, EVP of HR at Ceregon Networks, has led her team and business partners though multiple strategic reorganizations, and will share her thoughts around how HR can create a strong partnership with business leaders navigating change effectively. Holly Lignelli, Senior Insights Manager at LinkedIn, led a global reorganization last year. She will share her perspective as a business leader on how to prepare teams to address change, and how HR can serve as an invaluable resource.
Session highlights:
Change management can be most successful when HR and business leaders build a productive partnership with each other.
It is possible to maintain a strong employer brand, even when a company has to reorganize its workforce to align with company strategy.
HR plays a significant role in connecting a company's strategic vision to the talent that supports it.
Business leaders need to get their leadership team and key stakeholders on board with the change if it is going to be successful.
Check out the best of Talent Connect: http://bit.ly/2e5ojNe
Creating Culture: How to Develop an Intentional Company CultureBambooHR
Company culture is a lot more than just a buzzword. Your organization’s culture is both the values you set for your organization and how those values actually play out in employees’ interactions with each other.
The best cultures create happy, engaged employees, and according to a study from the Social Market Foundation, those happy, engaged employees boost productivity by 20 percent. But with the ever-changing workforce, how to create a company culture that fosters growth and loyalty in your employees doesn’t always have a simple answer. Join us as we discuss how we've created intentional company cultures that bring out the best in our employees.
Redefining employee growth and engagement: Using development to unlock employ...LinkedIn Talent Solutions
Ron Storn, Lyft
In this talk, Ron Storn addresses how to grow and engage employees via learning and development programs through the lens of a hyper-growth technology company, Lyft. The speed of business, employee mindset, and the potentially short-life of workplace skills are driving organizations to think differently about how they structure career management and L&D initiatives. Companies that leverage continuous development and look beyond the the workplace are likely to have the advantage in the future. Lyft is leading the way in successfully implementing more modern and relevant approaches in the L&D arena.
Session highlights:
How to use structured 1:1’s as key building blocks for successful growth and talent development.
How to develop employees at all levels in a distributed workplace.
Why simple, self-explanatory core values are instrumental for alignment and engagement.
Driving Better Performance with Better Feedback in 2020BambooHR
Imagine you have to drive somewhere you’ve never been before. Now, imagine you have to get there without any directions—nothing but the end goal in mind. Most drivers would make it there eventually, but only after quite a few wrong turns. There’s no question the trip would be much easier with clear feedback to adjust your course along the way.
Performance management is the same way. If you don’t provide consistent feedback, your employees might feel like they’re driving without directions. Not only is this frustrating and confusing for your people, but it also holds your organization back from progressing at full speed.
TOPdesk: "The Secret Ingredients to Create Service Excellence" by Marian Spru...TOPdesk
As the focus on customer experience sky rockets, employee engagement and collaboration are more important today than ever. In this presentation, Marian Spruit shares three key secrets behind TOPdesks high employee and customer review scores.
Employee-Centered Onboarding: Starting New Hires Off RightBambooHR
What makes employees decide to leave? In most cases, employees make incremental choices that lead to their departure long before they give their two weeks’ notice. Understanding these retention checkpoints can help your organization build hiring, management, and recognition processes to find and keep employees.
Join BambooHR and The Predictive Index for insights on helping your employees stay engaged and productive through all the checkpoints of their career—from great beginnings, to graceful exits, and throughout the exciting, productive journey in between.
Nchra hr as a strategic partner designing strategic initiativesDavid Kovacovich
Here is a slidedeck from a seminar I conducted for HR Professionals via NCHRA in 2013. We focus on workshopping vital areas of Organizational Development to evolve company culture.
Leading a change: Collaborating to connect employees to your company's strate...LinkedIn Talent Solutions
Nurit Kruk-Zilca, Ceragon
Holly Lignelli, LinkedIn
Change happens, but it's how you lead through it that matters. Effective change leadership happens when HR and business leaders build a solid partnership centered around delivering an employee-centric experience. Nurit Kruk-Zilca, EVP of HR at Ceregon Networks, has led her team and business partners though multiple strategic reorganizations, and will share her thoughts around how HR can create a strong partnership with business leaders navigating change effectively. Holly Lignelli, Senior Insights Manager at LinkedIn, led a global reorganization last year. She will share her perspective as a business leader on how to prepare teams to address change, and how HR can serve as an invaluable resource.
Session highlights:
Change management can be most successful when HR and business leaders build a productive partnership with each other.
It is possible to maintain a strong employer brand, even when a company has to reorganize its workforce to align with company strategy.
HR plays a significant role in connecting a company's strategic vision to the talent that supports it.
Business leaders need to get their leadership team and key stakeholders on board with the change if it is going to be successful.
Check out the best of Talent Connect: http://bit.ly/2e5ojNe
Creating Culture: How to Develop an Intentional Company CultureBambooHR
Company culture is a lot more than just a buzzword. Your organization’s culture is both the values you set for your organization and how those values actually play out in employees’ interactions with each other.
The best cultures create happy, engaged employees, and according to a study from the Social Market Foundation, those happy, engaged employees boost productivity by 20 percent. But with the ever-changing workforce, how to create a company culture that fosters growth and loyalty in your employees doesn’t always have a simple answer. Join us as we discuss how we've created intentional company cultures that bring out the best in our employees.
The Art and Science of Developing CSMs That Love Their Job - CSSummit18Totango
Presented by Chris McNamara, VP of Customer Success at Glassdoor, at Customer Success Summit 2018, Track 3.
Does it really matter whether your Customer Success Managers love their jobs? In this session I explore the linkage between employee engagement and business outcomes, sharing some of my experiences cultivating engagement at Glassdoor, focusing in particular on career progression.
How Tech Influences the Employee Experience - Angie VerrosSocialHRCamp
The explosion of highly cost-effective technology has infiltrated all aspects of the workplace. Notably, it has impacted the employee experience in every possible way from recruiting to performance
management to employee engagement and everything in between. The absence of having software to help HR Practitioners scale what they do has a huge negative effect on the employee experience. In this session we will explore these
reasons and what to do about it.
How to Build High-Performance Sales Teams and specifically, how the PXT Select Assessment solution can help you select and develop great sales people to drive organizational results.
Roadmap to Diverse & Inclusive Hiring in 2021BambooHR
Join HR experts from DoorDash, Checkr, Criteria Corp, and Greenhouse for insights on how to expand diversity and inclusion in your organization’s hiring and training.
Love 'em with data: DocuSign’s signature weapon in elevating the recruiter | ...LinkedIn Talent Solutions
Mike Euglow, DocuSign
Tony Truong, DocuSign
We all know that hitting hiring targets with quality is critical to the success of any organization, regardless of size. However, something has been lost along the way as recruiting teams chase down the almighty hiring target. What about the Recruiter and their development? How do you nurture and unleash their potential? It’s not just about the hiring number if you want to build a high-performing and engaged recruiting team! Mike and Tony joined DocuSign at a time of hyper growth and had the opportunity to implement the things they learned in the past and later elevated the recruiting team to the next level by investing in their most important asset, the recruiter.
Mike spent over 10 years at Salesforce; moving up the ranks from just one of two recruiters in 2003 to SVP of Global Recruiting leading a team of 200 people across the world. Tony was the first ever Recruiting Analytics Leader for Salesforce and later became the Head of People Analytics at Pandora. Please join Mike and Tony as they share their story of how they have moved from traditional to progressive recruiting at DocuSign. Whether you are a recruiter looking for ways to up your game or a recruiting manager looking for a new way to lead and measure your team, this session is for you.
Session highlights:
Drive engagement by listening to your team.
Improve performance by re-defining recruiter success and then measuring it.
Create a culture of constant feedback and development by deploying a “Recruiter Scorecard”.
Check out the best of Talent Connect: http://bit.ly/2e5ojNe
How to increase organization success in the right hiringHumanCapitalClub
Human Capital Club is a networking session while you can learn about Human Capital management. Powered by ActionCOACH and The Executive Centre.
On August 12th, 2015 we learned about right hiring by introducing 2 assessment tools, which is Graphology and DISC behavioral style.
With sample of success story in using DISC for Hiring & Selection
Maintaining company culture in times of changeBambooHR
2020 has brought big and unexpected changes for almost every business, whether it’s managing new remote work requirements, introducing a new management team, or facing the need to expand or downsize. But no matter what change or crisis your organization experiences, keeping company culture consistent is essential for maintaining employee engagement.
Enhancing sales performance with gamificationAn Coppens
Presentation delivered at Game Thinking Asia 2017, loosely based on client success stories of Gamification Nation. Key question: How did we motivate sales people to their next level of performance?
We looked at behavioural trends, success patterns, management practise and then added some game elements to really drive it forward.
#gamification #sales #employeeengagement
Asking the Right Question In Your Next PM Interview by Avast PMProduct School
Main takeaways:
- What to ask in interviews when you're new to the Product Manager role
- What to ask in interviews when you're an experienced Product Manager
- How to come up with new questions
The Art and Science of Developing CSMs That Love Their Job - CSSummit18Totango
Presented by Chris McNamara, VP of Customer Success at Glassdoor, at Customer Success Summit 2018, Track 3.
Does it really matter whether your Customer Success Managers love their jobs? In this session I explore the linkage between employee engagement and business outcomes, sharing some of my experiences cultivating engagement at Glassdoor, focusing in particular on career progression.
How Tech Influences the Employee Experience - Angie VerrosSocialHRCamp
The explosion of highly cost-effective technology has infiltrated all aspects of the workplace. Notably, it has impacted the employee experience in every possible way from recruiting to performance
management to employee engagement and everything in between. The absence of having software to help HR Practitioners scale what they do has a huge negative effect on the employee experience. In this session we will explore these
reasons and what to do about it.
How to Build High-Performance Sales Teams and specifically, how the PXT Select Assessment solution can help you select and develop great sales people to drive organizational results.
Roadmap to Diverse & Inclusive Hiring in 2021BambooHR
Join HR experts from DoorDash, Checkr, Criteria Corp, and Greenhouse for insights on how to expand diversity and inclusion in your organization’s hiring and training.
Love 'em with data: DocuSign’s signature weapon in elevating the recruiter | ...LinkedIn Talent Solutions
Mike Euglow, DocuSign
Tony Truong, DocuSign
We all know that hitting hiring targets with quality is critical to the success of any organization, regardless of size. However, something has been lost along the way as recruiting teams chase down the almighty hiring target. What about the Recruiter and their development? How do you nurture and unleash their potential? It’s not just about the hiring number if you want to build a high-performing and engaged recruiting team! Mike and Tony joined DocuSign at a time of hyper growth and had the opportunity to implement the things they learned in the past and later elevated the recruiting team to the next level by investing in their most important asset, the recruiter.
Mike spent over 10 years at Salesforce; moving up the ranks from just one of two recruiters in 2003 to SVP of Global Recruiting leading a team of 200 people across the world. Tony was the first ever Recruiting Analytics Leader for Salesforce and later became the Head of People Analytics at Pandora. Please join Mike and Tony as they share their story of how they have moved from traditional to progressive recruiting at DocuSign. Whether you are a recruiter looking for ways to up your game or a recruiting manager looking for a new way to lead and measure your team, this session is for you.
Session highlights:
Drive engagement by listening to your team.
Improve performance by re-defining recruiter success and then measuring it.
Create a culture of constant feedback and development by deploying a “Recruiter Scorecard”.
Check out the best of Talent Connect: http://bit.ly/2e5ojNe
How to increase organization success in the right hiringHumanCapitalClub
Human Capital Club is a networking session while you can learn about Human Capital management. Powered by ActionCOACH and The Executive Centre.
On August 12th, 2015 we learned about right hiring by introducing 2 assessment tools, which is Graphology and DISC behavioral style.
With sample of success story in using DISC for Hiring & Selection
Maintaining company culture in times of changeBambooHR
2020 has brought big and unexpected changes for almost every business, whether it’s managing new remote work requirements, introducing a new management team, or facing the need to expand or downsize. But no matter what change or crisis your organization experiences, keeping company culture consistent is essential for maintaining employee engagement.
Enhancing sales performance with gamificationAn Coppens
Presentation delivered at Game Thinking Asia 2017, loosely based on client success stories of Gamification Nation. Key question: How did we motivate sales people to their next level of performance?
We looked at behavioural trends, success patterns, management practise and then added some game elements to really drive it forward.
#gamification #sales #employeeengagement
Asking the Right Question In Your Next PM Interview by Avast PMProduct School
Main takeaways:
- What to ask in interviews when you're new to the Product Manager role
- What to ask in interviews when you're an experienced Product Manager
- How to come up with new questions
Being a Cultural Warrior: 3 Proven Practices for Driving Engagement and Effic...Snag
Whatever your organization is designed to deliver, whether it’s a product or a service, you will win or lose based on how well your people are able to work and perform as a team. If you have have the best processes in the world, but your people don’t really care, you can be good, but you will never be awesome. And if you aren’t after awesome, what are you after?
With extensive experience in the manufacturing biz, Beau Groover, the former Director of Lean Supply Chain with Serta Simmons Bedding and Founder and President of The Effective Syndicate, will share what he’s learned from two decades in the service industry that will help you align your people, processes and products ... and make your business thrive.
Check out our joint presentation, ‘Being a Cultural Warrior,’ with TalentStream and Beau Groover to:
-- Define clearly what the vision, mission and values are that represent your brand and motivate your team
-- Uncover how to effectively evaluate your team … and yourself
-- Understand what being a Cultural Warrior looks like, the strategy to get there, and how it'll improve customer service from the ground up
-- Get tips on how to improve process efficiency and produce highly predictable results
-- Learn how to develop a successful organizational structure, including succession planning, leadership development and teamwork coaching
How Senior Leadership Engage/Disengage in NonprofitsTalentMap
Many Nonprofits eagerly measure employee engagement only to discover that the most important determinant of employee engagement is staff’s perception of the senior leadership team. How do you tell colleagues that “we’re the problem”, and more importantly, how do you address and change leadership behaviours?
GuideStar Webinar (04/24/12) - Charting Your ImpactGuideStar
GuideStar webinar on 04/24/12.
Andrea Affeltranger, Director, Nonprofit and Philanthropic Leadership and Practice, Independent Sector; Robert Wade Anthony, Founder and Executive Director, Adolescent Wellness; José Fernández, Director, GuideStar Exchange; Melanie Matthews, Director of Capacity Building and Operations, Campion Foundation; and Mikaela Seligman, Vice President, Nonprofit and Philanthropic Leadership and Practice, Independent Sector (moderator)
We’re In a Leadership Development Crisis – Now What?
According to the 2015 annual survey by Deloitte, only 18 percent of organizations hold their leaders accountable for identifying and developing successors. Does this ring true with your organization? In this upcoming spotlight webinar, Howard Prager, president of Advance Learning Group, will share what learning leaders can do to make impactful succession planning programs and where dollars should be invested to achieve the greatest return.
During this spotlight webinar attendee will hear:
What the problem is with leadership development.
Where you can get the biggest bang for your investment growing your leaders.
What the best organizations do to deliver effective leadership development.
How you can grow your talent to be the leaders your organization needs.
Hi Wilfred,Dont forget that we have a lunch scheduled on FridaySusanaFurman449
Hi Wilfred,
Don't forget that we have a lunch scheduled on Friday at the corner deli. It should be fun!
I know I've asked for some other mockups this week but could you also mockup samples of three different report types (detail, exception, and summary)? Mae is having a difficult time visualizing how one of her summary reports would look like. Also, Maddox Farley wants to know what the parts report will look like that he will be using several times a day.
How do you plan on distributing each of these reports when SIM is up and running?
If you could get me these samples soon, I'd appreciate it. I'm meeting with Mae and Maddox first thing on Thursday.
Thanks.
Carlie
The developers want to know if this new application should run on a mobile platform. If so, they want to know if it should be created with responsive web design? What do you think would be the best and why?
I was wondering if prototyping this system might be more effective. What are the advantages and disadvantages to this approach?
Please give me your thoughts on these items by the end of the day today.
Thanks.
Carlie
Hi Wilfred,
After your presentation last week, the manager thinks an in-house solution is the way to go. Although our programmers have much experience with system integration and development, they have little experience with user design. You'll have to lay out all the pages of the system. For now, just create a hierarchical drawing of all the pages needed for this system. Think of the menu on the top of the screen and what you'd click on to move to the next screen.
Once you finish the hierarchy, I'll need you to draw out examples of a few of the screens. For example, show a screen with a menu, another which requests user input, one that has methods to contact us, and the last one as an informational page. The menu screen can be an opening page or even a page to decide on types of reports to run. The user input page can be one for any of the users, such as the appointment setters or technicians. Make sure that you outline all of the required validation rules for this input page. The informational page can either be a static page or results from a search. Make sure that you include navigation buttons on each of these example pages.
I think it would be a nice touch to include our logo on all of these screens.
MBA 687: Employee Engagement Surveys
Response Rate
The survey response rate is the first indication of the level of employee engagement
in any organization. Of the 140 employees invited to take the survey, 40 responded,
which is a response rate of 28.5%. As a rule, rates higher than 50% are best, while
rates lower than 40% may indicate trust problems within the organization, lack of
faith in leadership, and employees’ reluctance to engage in improvement efforts
until leadership demonstrates a clear commitment to change.
Company Data
1. Years of service with this organization
Less than 1: 52.5% of respondents
1–2: 27.5% of respondents
3–5: 15 ...
Do you feel like you are the captain of your career, or more like a galley slave—chained to a job that you don’t like, or perhaps one that pays slave wages?
In this webinar professional recruiter, business owner and best-selling author Jack Molisani discusses short-term tactics and long-term strategies for increasing your corporate value—and thus your standard of living.
“My career has had its highs, its lows, and everything in between. I learned from each win and each challenge, and I’ll share my life- and career-changing realizations with you in this entertaining and informative session.
As a mentor once told me: ‘Learn from the success and failures of others—it’s faster than making them yourself!’”
Want to increase your standard of living?
View the slides to this webinar!
Employee Succession Planning Step by Step.pptxPriyaShama1
Employee Succession Planning Step by Step. This presentation will help you out with all details you need to plan succession planning for your organisation along with case study.
Measure Your Organization’s Impact with Performance Management with Josie All...Blackbaud Pacific
In this webinar Josie Alleman, Strategic Initiatives Consultant at Social Solutions discusses how to discover the impact of your programs with performance management techniques and tools.
To view the recording please visit: https://www.blackbaud.com.au/notforprofit-events/webinars/past
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Dealers spend OVER $1 billion per month ($65,000 per month x 16,500+ franchise dealerships) on marketing, advertising, and lead generation. But often, there isn't a solid strategy in place to actually engage and convert these opportunities.
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2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
1. Check Your SPEEDTitle Sponsor
Mike Cavanaugh
Executive Vice President
MAXDigital
mcavanaugh@maxdigital.com
2. Who Is This Guy?
• Executive Vice President – MAX Digital
• Chicago based automotive software company
• Inventory management, merchandising, digital retailing
• Former Chief Operating Officer – 28 Store Group (9 states)
• Led 300+ employees from $10/hr to 6 figures
• Led captive leasing company
• Led inventory team purchasing for thousands of cars (US/CA)
• Automotive Finance Sales Leader
• 25 Years In Automotive
• 2nd Generation “Car Guy”
Mike Cavanaugh
mcavanaugh@maxdigital.com
3. Why Should I Care?
What I am going to talk to you about today will help you more
effectively run ANY business in ANY industry.
• I have learned these things over the past 20 years and seen them turn around
underperforming teams and companies.
• Implemented at Credit Acceptance in 2007 (NASDAQ – CACC)
• Saw company go from $12 per share to over $400 in under a decade
• Helped 4x a dealer group (7 stores to 28 in 2.5 years)
• Implemented over the past 6 months at MAX Digital
IT FLAT OUT WORKS!!!
4. What Is A SPEED Check?
A S.P.E.E.D. check provides you with a framework
to evaluate where you need to give your attention.
• Managers often struggle with solving the RIGHT problems
• “When you are a hammer everything looks like a nail.”
• Breaking your business down into a few key areas and asking the right questions
helps you get to the root cause.
• You can stop treating “symptoms” and actually work on curing the “disease.”
5. What Are The 5 Areas?
Support
People
Environment
Expectations
Design
6. SUPPORT
• Does each person have the knowledge, skills, and tools necessary to
succeed in their role?
• Can I honestly say I am training my employees consistently?
• Am I developing my high potential people, so they are ready for their
next role?
• Are there any tools or technology that could help my team more
effectively or efficiently accomplish their work?
7. SUPPORT
• Are there any tools or technology that we are paying for that we are
not using or are underutilizing?
• Am I paying too much for any of my tools or technology? Can I replace
them with less expensive options?
• Am I leveraging my relationships with vendors and asking them for
help on a regular basis?
8. PEOPLE
Do I have the right people in the right seats, and enough of them?
• Does everyone on my team consistently behave the way I expect them to?
• Would I rehire each of them if given the opportunity?
• Am I attracting and recruiting high quality people or settling for what’s
available?
9. PEOPLE
• Is my hiring process objective or subjective?
• Do I have the right number of people in each role?
• Do I have contingency plans in place if anyone leaves?
• Are my people investing in themselves or just expecting others to
invest in them?
10. EXPECTATIONS
Are they falling short or do they just not know where the goal line is?
• Does my team understand what is expected of them and what their
priorities are each day?
• Are these expectations realistic based on their knowledge, skills and
abilities?
• Are we clearly communicating how current performance compares to
expectations and have we agreed on action plans to improve?
11. ENVIRONMENT
Do people like coming here every day?
• Does my team trust me? My managers?
• Do I ask my team members how we can get better regularly?
• Do I do something with the feedback?
• Does my team enjoy working together?
• Do my team members feel appreciated?
12. EXPECTATIONS
• Am I measuring the inputs or just the outputs?
• Is the performance of each department or individual easy to review on
a consistent basis?
• Can we use data to explain why we performed better or worse than
expected in each department or with each person?
13. DESIGN
Have I allowed conflicts or bottlenecks to emerge?
• Is my current structure organized to optimize efficiency and effectiveness?
• Are my compensation plans aligned with organizational goals, or do they
conflict with each other?
• Do my managers and I have enough time for coaching?
• Is the most important work consistently getting done?
• Are my leaders/managers able to balance efficiency, being a subject matter
expert, making important decisions, and holding their team accountable for
results?
14. SUMMARY
The first step to improving your business is to ask yourself these questions…
The next step is to prioritize what needs your attention first, then…
TAKE ACTION
If you get into a monthly or at least quarterly cadence of evaluating your
business this way, I can promise much better results.
15.
16. ENJOY THIS SESSION?
Post about it on social media using the hashtag #IS20G!
Share some love for your favorite speakers!
Title Sponsor
Mike Cavanaugh
Executive Vice President
MAXDigital
mcavanaugh@maxdigital.com
Editor's Notes
There are a handful of questions for each of these areas that I am going to discuss with you today.
Once you understand the “why” behind each of these questions you will clearly see how asking them on a monthly basis… and then taking action… will change our business forever.
Bullet 1 – People are your number 1 asset. Before you start saying that someone can’t do their job or needs to go make sure you assess if it’s a “NO” problem or a “KNOW” problem. Have you shown them what it takes to be successful, have you provided them with the right tools and training around those tools.
Ex: Think about a sales person and your CRM. Did you just give them a login or have they went through training? shadowed a strong performer on your team? Have you verified or tested that they actually retained what you trained?
Bullet 2: Training is not just something that happens when you first start, it has to be part of your culture. Think about the greatest athletes in any sport. How often to they train? Practice? Learn about new techniques?
Bullet 3: We talk about how bad turnover is in the car business, but one thing that I see as a glaring issue at many stores is not developing your high performers, or even asking where they would like to be in a year or 2 in their career.
Ex: Not every top sales person wants to stay selling cars for the rest of their life. Find out what they want to do and how you can help them get there. They will stick around a lot longer if you are vested in their success.
Bullet 4: If you have great people with the right knowledge, skills and abilities but aren’t achieving the results you want to be or need to be, then it is time to look at technology to help your team. Technology ALONE will not help you sell more cars. Technology in our world is like tools to a carpenter. You can give an unskilled, demotivated carpenter the coolest, most expensive tools they sell and he won’t be able to build you an amazing house (or even a livable one for that matter). The same applies with your staff, if they don’t understand the concept of a hammer don’t get them a nail gun.
I’m a big fan of technology that helps put processes on rails. This is why I have been a big CRM guy for years and why I like “digital retailing” tools like our Path Appraisal. People are inherently bad at consistently following processes, technology can help here. Analytics around tech can also help you pinpoint where your problems lie.
Bullet 1: I recently wrote an article about this topic. A good operator of a dealership, department, or any business for that matter should be looking at their financial statement monthly. Are you paying for anything you aren’t using or are underutilizing. Look at all of the details of your CRM bill, or website bill. Are you not using any of those features itemized on that bill? If so, cancel it or hold your vendor accountable for improving utilization and ROI… and proving it to you!
Bullet 2: There are so many different vendors out there that do very similar things. Websites, CRMs, IMSs, DMSs… Don’t let status quo or one persons level of comfort with a tool dictate paying twice as much (or more) for a product or service.
Bullet 3: I spoke to this one just a bit ago. If you do business with anyone that will not get out to your store or at a minimum on a web meeting when you need their help then you may want to start looking for someone else. Many vendors would love an invite to come in and do some training… you just have to ask!
Bullet 1: This is one of the most important areas of the SPEED Check. If you get this piece right the rest is easy. If you get this piece wrong the rest is nearly impossible. Without thinking very hard you can probably answer the first 2 bullets. You know who behaves how they are supposed to consistently, who has integrity. Now we all make a mistake here and there, but for the most part you know this.
Bullet 2: The second bullet may be a bit harder… and it may not be for some of you. My recommendation here is that you have to ask yourself this question about your team monthly. If the answer is NO, then you need to make sure that employee knows it. It doesn’t have to be negative, but they have to know they are underperforming and they need to know what they need to do differently so that you would absolutely rehire them!
Bullet 3: This last bullet is likely a hard question to ask for a lot of you. We are in the “car business.” This is not the sexiest, most esteemed industry out there. College grads are lining up to get into dealership for the most part… unless you went to school where I did. If your answer is NO here then pay close attention when we start talking about Environment. The best source for great employees are your current great employees. If you don’t have any take a hard look in the mirror and ask yourself why? You may be the problem.
Bullet 1: With many companies I have worked with the answer to this questions is usually “kind of a little objective.” If you don’t know what to look for in a good employee for each role at your store than you are likely making decisions based on likability and necessity. Come up with a scorecard you use for each position, involve your other managers and make sure you are getting feedback before hiring.
Bullet 2: I have grown up in and around dealerships since I was a kid and unfortunately I have seen both ends of this spectrum more often than not.
Option A – “Flood The Floor” In this option dealerships don’t look for the right people they simply hire a lot of people hoping to get lucky with some of them. What ends up happening is tremendous waste, burnt leads, lost opportunities, bad CSI, and a bad name in the community as an employer.
Option B – “Expecting Superheroism” In this option dealers don’t hire anyone. No additional sales people, no BDC, no anything. They simply expect the same few people to miraculously sell more cars. Now turnover may not be as bad in this example, and the few guys may make OK money, but they are probably often stressed out, working too many hours, and eventually headed towards burn out. Many opportunities are missed here, response times are usually super slow, and bad CSI usually accompanies this model.
If you are stagnant, don’t be afraid to add the right addition to your team. But ensure they are properly trained and set up for success. Don’t let the vets run them out of Dodge before they have a chance to be successful.
Bullet 3: The best dealers I know are phenomenal networkers. They are always looking for people to work at their store, even when there isn’t an opening. They have a pipeline. These same folks are usually good about cross training their folks and avoiding being at the mercy of having on 1 person in the store that can do F&I, or use the IMS… Make sure you are one of these smart folks and planning for the worst, while hoping for the best.
Bullet 4: The last thing to not only look for, but encourage is this. People are like their own business. If someone asked you to invest money into a business that they weren’t willing to put their own money into, how excited would you be about that? The same holds true with people. If you want other to invest in you with time, effort, energy, training, mentoring, but you spend all of your free time drinking beer, smoking cigarettes and bitching about not making enough money I’m probably out on you. However if you are reading business books, asking your peers for advice, and trying to better yourself, I am all in!
BULLET 1: This is one of the most common issues I see with many businesses, especially dealerships. People understand the outcomes that they are expected to produce. However they don’t understand the inputs necessary to actually accomplish those desired outputs. Some of the best managers/ leaders help their team members map out how to accomplish their goals.
BULLET 2: Another trap I see that leads to demotivating employees is setting the same expectations for a new employee as they do for a veteran. In most cases this is due to lazy or inexperienced management. They either set the goal the same for everyone, or let everyone set their own goals without any dialogue on how they expect to achieve those goals. Again, what inputs are YOU going to do that are going to lead to those outputs. Personally I believe this is one of the easiest things to fix to help slow down turnover issues.
BULLET 3: When it comes to performance managing employees we need to regularly and timely communicate to employees when their performance falls short of what is expected of them, or necessary to succeed. This should be done from a good place, in person, and then documented in writing. It isn’t about “coming down” on someone it’s about coaching them on what they need to do (specifically) to improve.
Turnover is a MASSIVE problem in our industry, it has been for years, and it keeps getting worse. Asking these 4 questions can help you slow it down at your dealership without worrying about cereal bars and free Red Bulls.
BULLET 1: You have likely heard that people don’t leave companies, they leave managers. I have seen this play out so many times throughout my career. Most of the time it boiled down to 1 thing, lack of trust. This doesn’t mean you and your managers have to be best buds with everyone, you don’t have to become drinking buddies. What you do need to do is ensure you are a person of integrity. Do what you say you are going to do. Be the same person when the owner is around as when they are not around. Be the same person when you are talking to the customer as when you are working the deal at the tower. These basic principles are at the foundation of building trust.
BULLET 2: People inherently like to feel like they are part of something greater than themselves. They like to feel like their voice is heard, and it counts for something. Not very many people in an interview would say “I’m really just looking to be cog in a wheel.” How do you make people feel like they want to feel? Ask them questions on how you can get better as an organization, as a leader. Even if you don’t take their advice, let them know why.
BULLET 3: Have you ever noticed how well certain teams play together. The NBA has so many great examples of teams that have won championships because they were greater than simply the sum of their parts. These teams played better together than some of the squads with the 5 best individual players statistically. This dynamic plays out in your dealership the same way. Hire people that will work well together. Don’t tolerate and back inappropriate or unprofessional behavior.
BULLET 4: For years in the car business I heard… “My people know I appreciate them because I pay them and I pay them well.” Financial compensation is just 1 aspect of making your team members feel appreciated. Remember everyone is unique and a blanket “policy” on how your recognize people and their accomplishments rarely works long term. Find out if someone would rather have a more flexible schedule, an extra day off, or some other benefit to show your appreciation. What you may find out is that some of these options may even cost you less than additional financial compensation and keep your people happier longer.
BULLET 1: We look at so many metrics in this industry, we look at number of sales, gross profit, number of leads, number of appointments, number of shows, and on and on and on… What I have found in any department is that the leaders that measure the inputs not just the outputs are the leaders that are able to most effectively coach and drive improvements on their teams and in their departments. The proper measurement allows you to get to the root cause of the deficiency and spend time working on the right things. BDCs are actually one of the best examples of how proper measurement can lead to immediate improvements in results.
BULLET 2: Being able to measure the right things, inputs not just outputs is important, but the key is they have to be easy to take a look at too. If you are doing business with a vendor in any area of your business that does not make the measurement and reporting of that area easy, ask them for help and demand results. You all pay a lot of money every month to your technology providers, make sure you are getting what you pay for. If you don’t understand the data or how to pull the reports, ask for help, ask for training, ask to get them automated. If the numbers aren’t easy to see then you won’t be able to make decisions quickly and that costs you money!
BULLET 3: This last point is very important. Far too often we scramble at the end of the month to close strong, then the month goes by and we try to explain how extenuating circumstances led to our poor performance… “It was too hot, it was too cold, it snowed too much, it didn’t snow enough, the leads sucked, we didn’t have enough cars…” We have to have the discipline to be able to point to the inputs that we fell short in and then drill down to uncover the root cause of our problem. We can’t accept commentary alone, it has to be backed up by facts and data.
Design is all about paying attention to how your organization is designed. Often times this happens without much thought. For example, this is how the dealership was organized before I got here… or… this is how we did it at my last dealership…. Asking yourself these questions can help you find opportunities for operational efficiencies.
BULLET 1: You know the answer is no, when you have infighting between departments, when it takes longer than an hour for a customer to purchase a car from you, when you time to market is over a week…
BULLET 2: One thing that our industry has been cursed with and seems to have become accepted as status quo is managers not spending time coaching people. I have been in thousands of dealerships and most managers are behind a desk or in an office much more than they are working with people, observing how they interact with customers, providing them with feedback. If this is your store, then you know you have an opportunity.
BULLET 3: Do you excuses run rampant in your store? If you often here “I couldn’t get to this because I was busy delivering cars” than this probably applies to you. Delivering cars is important, very important, but you need to assess if someone else needs to be hired, trained, or delegated to in order to get important work done consistently. The most common thing I see holding a lot of dealers back from being wildly successful is this area right here. They won’t delegate, maybe because they have been burned in the past, maybe because they don’t know how to properly train, or maybe because they don’t have the proper vendors in place to support them. Accept no excuses here.
BULLET 4: If you are a manager you have to ask this of yourself, if you are a GM or an owner you have to evaluate your team of managers.