One of the issues that constantly comes up is the PIC (Person in Charge); the dealer, general manager, owner-operator who doesn’t listen to those in the trenches when it comes to what’s working, what’s not, and what can be done to fix something.

Oftentimes it’s not just that they don’t listen, it’s that they don’t bother to ask.

Even when they do ask, they won’t act on the information they have been given because they (the PIC) have been there and done that.

Sometimes they have over-analyzed the information to a point where they are convinced that whatever the thought or suggestion that was served up will not work.

Experience is a powerful tool and so is the lack of it. Experience can convince you not to do something that might make you a lot of money. Inexperience can cause you to take a chance and make some money.

I think far too often in business we become convinced that something can’t be done. You know the old saying, “If you think you can, you’re right and if you don’t think you can, you’re also right.”

You need to listen to those under you, and you need to let them try some of the things they believe will help your business. Take the handcuffs off and turn them loose occasionally.

What you think doesn’t matter as much as you think.

Here’s a technique you might want to try.

Ask the members of the management team what they need to fix whatever problem they feel is getting in their way of performing to their maximum potential.

In other words, get them to tell you what they need to get the results we’ve been seeking.

More inventory, more people, more software, more whatever…then waive your magic wand and give it to them.

What you have now done is eliminated the obstacles they have been using as their excuses for not getting the job done.

There you have it. It’s a leader’s job to eliminate obstacles. When you eliminate excuses everybody wins.

That’s all I’m gonna say, Tommy Gibbs