Great leadership requires leaders to have inclusiveness with the right people at the right time. Far too often those in leadership positions are either not utilizing the inclusive concept or they are including the wrong people in their planning and strategy sessions. 

If you’re the dealer and you’re not including the General Manager in the decision making process, you need to rethink it.

If you’re the General Manager and you’re not including the GSM and/or the Parts and Service Managers in your decision making process, you need to rethink it.

If you’re the General Sales Manager and you’re not including the Sales and F&I Managers in your decision making process, you need to rethink it.

As an example, for the dealer or GM to hire an F&I manager that will ultimately answer to the GSM is not a good strategy.

Yes, you have the power to do whatever you want, but you could very well be making the wrong match. If the GSM is going to be in charge of the sales department then the GSM needs to be involved in the decision making process, which would include, but not be limited to, decisions such as hiring and advertising. Sure, you should give it your blessing, but not dictate what decision should be made.

This inclusion works both ways. If you’re the GSM you should be smart enough to run key hiring and other important decisions by the GM. To do anything less is just plain stupid.

You’re not stupid. You read my newsletters, so that makes you very smart. That’s all I’m gonna say, Tommy Gibbs