44 episodes

Hosts Bart Wilson and J.D. Mixon have over 30 years combined of automotive retail experience. Each week they take a deep dive into a different topic that will focus on how to define leadership in automotive dealerships today. Episodes focus on human capital management, improving processes to improve your store, and what today’s workforce is looking for in a career.

To learn more about DrivingSales visit:

https://drivingsales.com

DrivingSales Defining Leadership DrivingSales

    • Education
    • 5.0 • 7 Ratings

Hosts Bart Wilson and J.D. Mixon have over 30 years combined of automotive retail experience. Each week they take a deep dive into a different topic that will focus on how to define leadership in automotive dealerships today. Episodes focus on human capital management, improving processes to improve your store, and what today’s workforce is looking for in a career.

To learn more about DrivingSales visit:

https://drivingsales.com

    AI and Digital Transformation in Dealerships w/ Brian Kramer of Cars.com

    AI and Digital Transformation in Dealerships w/ Brian Kramer of Cars.com

    In this episode of the Defining Leadership, the Driving Sales Podcast, hosts Bart Wilson and J.D. Mixon sit down with Brian Kramer, EVP at Cars.com and General Manager of Accutrade. Brian brings his vast experience and expertise to the table, discussing the latest trends and challenges in the automotive industry. He delves into strategies for effective used vehicle acquisition, the importance of digital transformation, and the critical role of AI in modern dealerships. Brian also shares insights on creating a digital culture and the impact of technology on improving customer and employee experiences. Tune in for a deep dive into the future of automotive leadership and how to navigate the rapidly changing landscape.

    Defining Leadership, a Driving Sales Podcast, is dedicated to bringing you the latest insights and strategies from industry leaders. Hosted by Bart Wilson and J.D. Mixon, each episode features expert guests who share their knowledge on various aspects of automotive leadership and management. DrivingSales is committed to helping dealerships thrive by providing innovative solutions and comprehensive resources. We are here to support you with all your employee management needs, ensuring your team is equipped to succeed in today's competitive market.

    • 32 min
    How to Create Parts and Service Manager Scorecards

    How to Create Parts and Service Manager Scorecards

    Introduction to Service Manager Scorecards
    In this insightful episode of the Driving Sales Defining Leadership Podcast, we delve into the essential process of creating effective parts and service manager scorecards. Hosts Bart Wilson and J.D. Mixon are joined by special guest Craig Wilson, who brings his extensive experience and expert insights to the discussion. Learn why service manager scorecards are crucial for managing your service departments, discover the key performance indicators (KPIs) you should track, and get practical tips to enhance your department’s efficiency and accountability.

    Understanding Parts Manager Scorecards
    Craig also shares valuable strategies for developing parts manager scorecards that can significantly impact your dealership’s performance. Discover the essential metrics for parts managers, understand the importance of proactive parts management, and learn how aligning service and parts goals can drive overall success. This episode is packed with actionable advice that will help you create scorecards that improve performance and drive results.

     
    Key Takeaways: 
    Importance of scorecards for parts and service managersKey performance indicators (KPIs) to track for enhanced performancePractical tips for aligning service and parts department goalsStrategies for proactive parts managementUnderstanding the impact of effective labor rate and other metrics 

    Chapter List: 
    0:00 Introduction and episode overview1:02 Welcome and introductions2:15 Importance of scorecards in service and parts departments4:10 Key performance indicators for parts managers6:45 Aligning service and parts goals8:20 Practical tips for creating effective scorecards11:35 Strategies for proactive parts management13:50 Understanding effective labor rate and other crucial metrics16:00 The role of customer satisfaction index (CSI) in scorecards18:25 Tips for tracking technician productivity and efficiency21:10 Conclusion and final thoughts

    • 34 min
    Leadership and Remote Work in Automotive with Mike Donovan of SEMD

    Leadership and Remote Work in Automotive with Mike Donovan of SEMD

    Welcome to another episode of “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Remote Work in Dealerships: Insights from Mike Donovan,” hosts Bart Wilson and J.D. Mixon are joined by Mike Donovan, CEO and co-founder of Search Engines MD. Mike shares his extensive experience managing a remote workforce and how it can benefit dealership operations.
    Throughout the discussion, Mike highlights the importance of work-life balance, effective communication, and fostering a supportive team environment. He explains how remote work isn't just for tech companies but can also apply to dealerships with multiple locations. Learn how to implement successful remote work strategies, maintain team cohesion, and ensure productivity across your dealership's workforce.

    Join us to gain valuable insights, practical tips, and expert advice on adapting to the evolving workplace landscape. Whether you're looking to enhance employee engagement, improve operational efficiency, or explore new management strategies, this episode is your go-to resource for dealership excellence.

    #### Chapters
    ```
    00:00 Introduction to the Episode
    01:08 Introduction to Mike Donovan
    03:00 The Concept of Remote Employees in Dealerships
    05:20 Benefits of Remote Work for Dealerships
    07:35 Importance of Work-Life Balance
    10:12 Managing Remote Teams Effectively
    12:45 Communication Strategies for Remote Teams
    15:30 Aligning Remote Employees with Dealership Values
    18:20 Building Relationships in Remote Teams
    20:15 Implementing Remote Work Policies
    22:00 Overcoming Challenges in Remote Work
    25:10 Success Stories from Remote Teams
    30:45 Mike Donovan’s Tips for Remote Workforce Management
    32:50 Tools and Technologies for Remote Work
    35:00 Q&A and Listener Insights
    37:45 Closing Remarks and Contact Information
    ```
    #### Contact Information
    If you want to learn more about our human capital management platform and how we can help dealers with effective workforce management, reach out to us at podcast@drivingsales.com. Visit [DrivingSales](https://drivingsales.com) and join the community discussions under the Community tab. Become a DrivingSales VIP by emailing us at podcast@drivingsales.com and help shape the conversation in automotive leadership.
    ---
    This description and chapter list should provide a comprehensive overview for your podcast episode. Let me know if you need any further adjustments!

    • 36 min
    How Employee Certifications Improve Results

    How Employee Certifications Improve Results

    Welcome to “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Dealership Excellence: Employee Certification Insights,” Bart Wilson and J.D. Mixon, with over 30 years of combined automotive retail experience, share how certifications can boost your dealership’s performance.

    Every week, we chat about crucial topics like human capital management, improving processes, and what today’s workforce really wants in a career. Our mission is to help dealership professionals—from department managers to general managers—see why tailored certifications matter and how they can create a more engaged, competent, and successful team. 

    Join us to get valuable insights, practical tips, and expert advice on building and implementing certification programs that fit your dealership’s unique style. Whether you’re aiming to enhance employee skills, improve retention, or drive more sales, this podcast is your go-to resource for achieving dealership excellence.

    Chapters with Timestamps:
    00:00  Introduction to Certifications
    10:15  The Need for Customized Training
    20:30  Building a Certification Program
    30:45  Assessing Competency and Performance
    40:00  Continuous Improvement and Scaling
    50:15  Q&A and Listener Insights
     
    Subscribe now to stay updated on the latest episodes and join our community of dealership leaders dedicated to excellence.

    • 38 min
    How to Create a BDC Manager Scorecard

    How to Create a BDC Manager Scorecard

    Welcome to another insightful episode of DrivingSales Defining Leadership, where hosts Bart Wilson and J.D. Mixon bring over 30 years of combined automotive retail experience to the forefront. In this episode, we're diving deep into the vital role of BDC (Business Development Center) managers and how their scorecards can be effectively utilized to enhance dealership performance. Joined by Craig Wilson, Customer Success Manager at DrivingSales, the discussion centers on the metrics and best practices that make BDC managers pivotal to dealership success.

    Episode Highlights:
    Introduction to BDC Manager Scorecards: Bart, J.D., and Craig begin by emphasizing the importance of the BDC manager role, highlighting its dual focus on sales and service teams. The conversation sets the stage for understanding how scorecards can track performance and drive improvements.Historical Context and Evolution of BDCs: The hosts discuss the evolution of BDCs, noting their inception when technology allowed for more precise tracking of sales and service activities. This historical perspective underscores the relevance of BDCs in today's data-driven dealership environment.Metrics and Quotas for BDC Managers: The core of the episode delves into specific metrics that BDC managers should focus on. This includes effort-based and performance-based quotas, such as the number of appointments set, show percentages, and CRM task completion rates. The discussion highlights the importance of balancing various metrics to avoid overwhelming managers with too many targets.The Role of AI in BDC Operations: A significant portion of the episode explores the impact of artificial intelligence on BDC workflows. The hosts agree that AI should enhance, not replace, the capabilities of BDC agents, particularly in managing repetitive tasks and improving customer interactions.Effort vs. Performance-Based Quotas: The conversation navigates through the distinctions between effort-based quotas (like call volumes) and performance-based quotas (like sales outcomes). The hosts advocate for a balanced approach that recognizes both types of efforts in driving success.Practical Tips for BDC Managers: Practical advice is offered on how to structure scorecards effectively. This includes tips on setting realistic quotas, conducting periodic reviews, and ensuring that the scorecards remain relevant and actionable for BDC managers.The Importance of Customer Engagement: The episode underscores the critical role of customer engagement in the success of BDC operations. The hosts share strategies for BDC managers to foster positive customer relationships and improve overall dealership performance.Case Studies and Real-World Examples: To illustrate the concepts discussed, real-world examples and case studies are presented. These anecdotes provide concrete evidence of how well-structured scorecards can lead to significant improvements in dealership performance.Future Trends in BDC Management: Looking ahead, the hosts speculate on future trends in BDC management, including the increasing integration of advanced technologies and the continuous evolution of customer expectations in the automotive industry.Conclusion and Call to Action: The episode wraps up with a call to action for listeners to implement the discussed strategies in their own dealerships. The hosts invite feedback and questions from the audience, emphasizing the importance of continuous learning and adaptation in the ever-changing automotive landscape.Chapter List with Timecodes:
    Introduction to BDC Manager Scorecards - 0:00:00Historical Context and Evolution of BDCs - 0:02:01Metrics and Quotas for BDC Managers - 0:03:30The Role of AI in BDC Operations - 0:05:02Effort vs. Performance-Based Quotas - 0:07:00Practical Tips for BDC Managers -...

    • 40 min
    Leadership with CRMs in Automotive Dealerships with Steve Roessler

    Leadership with CRMs in Automotive Dealerships with Steve Roessler

    In this episode of the DrivingSales Defining Leadership Podcast, host Bart Wilson sits down with Steve Roessler, Chief Evangelist Officer at DriveCentric, to explore the evolving landscape of leadership in automotive dealerships. Steve shares his expert insights on how effective dealership management strategies and innovative CRM solutions are transforming the automotive industry. 

    Listeners will gain valuable knowledge on:
    The role of technology in enhancing dealership operationsBest practices for human capital managementHow to implement successful CRM systemsLeadership tips to drive team performance and customer satisfactionWhether you're a department manager, owner, or general manager, this episode provides actionable advice to help you stay ahead in the competitive automotive market. Tune in to learn from one of the industry's leading voices!

    • 39 min

Customer Reviews

5.0 out of 5
7 Ratings

7 Ratings

jmixon12 ,

Great content for anyone in auto

This is an excellent podcast that explores leadership within the automotive dealership industry. The hosts, leveraging their extensive experience, offer valuable insights into topics such as human capital management, process improvements, and modern workforce dynamics. This podcast is not only informative for those in the auto industry but also for anyone interested in leadership and professional development.

Natalie Nielson ,

If only every manager could listen and use these practices

As a millennial in the auto industry myself, I wish more managers would take this advise. Bart and Jason are spot on talking about what it takes to keep your younger employees around and they give great detail on what that looks like scaling forward. These are easy tasks that any manager who truly cares about their employees can do. I just wish the first dealership I worked for had heard this information. It could have saved so many great salespeople from leaving and going to another dealership who cares enough to stay up to date with what their employees need to succeed. If every dealership manager could hear this, the automotive industry as a whole would improve and look insanely attractive to younger generations. Keep up the good work you two!

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