The more I’m involved with the automobile business and the more I observe other businesses, the more I realize we in the business world have got it all wrong when it comes to management.

Specifically the word manager.

In business, people are often given the title of “Manager.” Sometimes it’s truly a gift because they were next “up,” and sometimes they worked hard to get it.

Most people who are managers think of themselves as, well, uhh, managers. They’ve been told they are a manager so they go about their business of managing people, systems, and processes.

I looked the word manager up and here’s what I found: “Somebody who is responsible for directing and controlling the work and staff of a business, or of a department within it.”

I can’t argue that is more or less the definition that most people work from. When working with and leading people I believe we would be much better served by replacing the word “manager” with the word “coach.”

Like many of you reading this, my life has been impacted in one way or another by sports. Whether you played sports or if you are simply a sports fan, the odds are you can relate to the field of sports and the influence it has had on you one way or another.

When I first got out of college I was a head football coach at a private military academy, Frederick Military Academy in Portsmouth, VA. The reality is that all throughout my career I’ve always seen myself as a coach not a manager.

If you think about what we do, at least those who do it well, we are always coaching. It’s just like being a head football coach.

As a head coach, your focus is to coach the players and the assistant coaches. It never ends.

If you have a coach’s meeting then you are reviewing the practice, schedule, game plan, etc. When you’re on the field with the players you are coaching technique, disciplines, conditioning, teamwork, attitudes, and the importance of “getting it right.”
Coaching takes place on and off the field just as it does with you in the dealership. Coaching is nothing but “selling.” If you’re a coach of an athletic team you are selling players and assistant coaches on why they need to buy into whatever it is you’re trying to get across.

This is no different than the business you’re in. You’re constantly selling someone on your team as to how and why to do things a certain way.

So, how much better off would we be if we all really took it to heart that we are no longer managers but “coaches” and that every minute that we are in front of our team our number one focus is to coach, coach and coach some more?

Top coaches are always looking for that competitive edge.

Getting a competitive edge means seeking information, testing the waters, trying a new play, attending a coaching workshop, and pushing yourself harder than you’re pushing the team.

Top coaches communicate with other top coaches. (20 Groups, Clubhouse App, Facebook Groups, etc.)

Top coaches hire other coaches who are smarter than they are with specific skills to help the team win. Top coaches know what they don’t know. Top coaches hire me.
It’s really strange that dealers who are unsuccessful don’t hire me and those who hire me are already successful.

They are already making money. Like any good coach they know they can do better. They know there is more to be had.
They know the team needs to hear it from an outside coach once in a while.
Great coaches are givers of information and they seek information to make themselves and their team better.
Hey “Coach,” thanks for reading my material.
That’s all I’m gonna say, Tommy Gibbs

Frequently in my training sessions, I’ll ask the question, “How many of you agree that we do a lousy job of holding people accountable in your business?” Without exception, they will all raise their hands.

Leaders that have figured out how to hold people accountable are the most successful when it comes to developing a culture of leaders and achieving high results.

Holding people accountable doesn’t have to be a negative experience. When people understand the expectations, they will seek to achieve those expectations, goals, objectives, culture, or however, you might want to frame it.

People tend to do the right thing when they know it’s in their best interest, not when you have to hit them over the head with a baseball bat.

Your job as a leader is to sell the team the idea that the things the organization deems to be in the best interest of the organization are actually in their best interest too.

Achieving expectations means they win, we win and we all have more success.

Easy tips:

1. Make sure everyone is reminded of the expectations. Yes, that seems elementary, but the evaporation factor is always in play. Either as a direct message or subliminally, leaders must constantly remind the troops of what’s expected and what’s important.

2. Get on it right now. Far too often when there’s a lapse in achievement, leaders let things drag on and on. The more things are allowed to slip, the more those things become a habit, and the more the expectations are lowered.

3. You don’t have to be mean to enforce expectations. People like to work in a well-run, well-disciplined organization. This isn’t about screaming and hollering at someone about their failures.

It is about letting them know quickly we’re not on track; you and your team are not getting it done, whatever “getting it done” might mean to you.
At some point, there must be consequences for those who cannot live up to reasonable expectations. The ultimate consequence is they get to go to work someplace else.

4. Be consistent in your actions and statements. The easiest way for expectations to fall apart is that you are all over the place. You let some things slide for some people and not for others. You cannot be Dr. Jekyll and Mr. Hyde. Selective enforcement with just a few people will destroy the morale and productivity of the team.

5. There are times when you need to figure out the real root of why expectations aren’t being met. What’s the real problem? Leadership sometimes will set the wrong expectations. Setting the wrong expectations is just as bad as not having any.

6. In order to hold others accountable, we too have to hold ourselves accountable. We should make it a daily practice of looking in the mirror and being honest with ourselves.

A part of holding yourself accountable is never to forget, “Familiarity breeds contempt.” The closer you become to people the more difficult you make your responsibility of holding them accountable.

I’m holding you accountable. That’s all I’m gonna say, Tommy Gibbs.

Great leaders have their thumb on the pulse of the organization. Without a pulse, the organization dies. If you are to improve your leadership skills you must know the pulse of your organization.

You can only know the pulse of the organization by absorbing yourself within the daily activities and action of the business. To feel the pulse you must feel the passion.

If you’re not feeling the passion, then your pulse may very well be dead. Maybe your pulse is dead because you’re burned out. How can you be burned out when you’ve never been on fire?

You are responsible for your own fire. I’m just trying to give you a match to get you going. Firing up your own passion will ignite your organization.

Real leaders have a pulse. Real leaders feel the pulse. Real leaders inspire a pulse.

I hope you’re on fire. That’s all I’m gonna say. Tommy Gibbs.