Pub. 6 2016 Issue 2

10 AUTOMOBILE DEALER NEWS ILLINOIS www.illinoisdealers.com T ake a page from the playbooks of the greatest football coaches in the country. By the time they are on the sidelines, an enormous amount of preparation has taken place. The best coaches account for every conceivable game time situation. Then, through extensive planning, practicing and drilling, they implement a plan so every player and every coach knows what their responsibility is for each play and each game time situation. By doing this, they operate with a lot of confidence. By executing the plan, they give themselves the best chance of winning. Can you imagine anything more ridiculous than during a game, a football coach calling his players around and saying, “Guys we are going to do an onside kick, here is who I want to be out there and here is what I want you each to do.” Why is it that in the car business, and in sales in general, so many people insist on “winging it”? No real plan in place. They rely on personality, some good luck and then go about their day, week and month hoping for great results. When things do not go well they do not have a game plan to fall back on, a game plan to review and tweak or overhaul. Even if things go well they CONSULTANT’S CORNER BY JOEL KANSANBACK, AUTOMOTIVE DEVELOPMENT GROUP Stop the Game Time Coaching