Click For Latest 2020 Covid-19 Detour Video or Scroll Down to View From Day 1.

Each video is just a few minutes long and provides encouragement and practical tips and perspectives for leaders. These will be new insights for some and great reminders for others. They apply to “normal” times, but especially while transitioning through change and/or during a pandemic with stay-at-home orders.

Practical HERBISM Videos:

(Click to select or scroll down)

• The Potential-Performance Exercise
• Right-Guy, Wrong-Guy Conversations
• The Surprising Truth Behind Building Customer Retention
• How to Make Leadership More Actionable

 

Practical HERBISM: The Potential-Performance Exercise

Achieving more of individual and team potential

Your team cannot achieve more than what the individual players have the capability and capacity to achieve (i.e. their collective potential). Too many sales teams throw “Hail Marys” and try to get their players to run after and catch the pass. Without assessing the collective potential of the players the monthly sales effort can, and often is, an exercise in futility, if not insanity.

It is more effective to assess the true potential of each individual compared to their current performance and then work with the individuals to achieve their potential.

The collective potential of the players determines the team’s sustainable capability and capacity. If the collective potential is less than the desired goal it is time to expand the team.

Practical HERBISM: Right-Guy, Wrong-Guy Conversations

A better way to onboard new staff and to let-go/terminate misfits

The reason why letting people go is so difficult is that human nature is to avoid conflict and procrastinate. Courageous leaders combat both of these temptations by establishing right-guy, wrong-guy agreements during initial on-boarding and then having right-guy, wrong-guy conversations from the very first incidence of wrong-guy behaviors. Pulling “splinters” before they fester is much easier, less painful, and less disruptive to the team.

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Practical HERBISM: The Surprising Truth Behind Building Customer Retention

Introduction to Up-Care

The most important metric an automotive dealer needs to focus on is customer retention – it is what provides true growth and business sustainability. Yet, most car dealers don’t know what their current retention is nor what to do to increase it. This video provides an intro to a concept called Up-Care which provides an actionable path to building true customer retention.

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Practical HERBISM: How to Make Leadership More Actionable

Introduction to the Intentionality Formula

Every organizational journey begins with Leadership, which translates into culture, impacts on teamwork, and results in some kind of outcome (positive or negative).

The challenge is in becoming a better leader and making the act of leadership more actionable so that better positive outcomes can be achieved more consistently. That is the subject of this video.

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Practical HERBISM: Example of Up-Care in the Service Drive

Auto Dealers can increase revenues and retention by Up-Caring instead of up-selling. This is an example of what this means in the Service Drive.

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Intro to Up-Care Workshop

Digital Dealer 2018, Orlando, FL

The short and long-term business success of Auto Dealers is tied to three customer behaviors: purchases from fresh ups, repeat purchases from loyal customers, and referral purchases – all of which are directly impacted by trust.

Think of up-care like a turbo attached to your up-sell engine.

The urge to up-care is actually biological. It’s an emotional response when we feel convicted about something. It’s no longer selling and people sense the difference. And, amazingly people are quicker to buy. It’s how our brains are wired. In fact, we now know from research that Up-Caring is three times more effective than Up-Selling.

The subtle differences in how we present things to our customers conveys or detracts from trust. Most selling processes cause us to take a more rational approach (competence and reliability) which creates a small amount of trust. An up-care approach, however, which connects with the emotional brain through authenticity and care, is three times stronger in building trust.

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2020 Covid-19 Detour Videos:

Personal messages of encouragement and perspectives to Automotive Leaders (…and other business associates and friends) during the 2020 Covid-19 pandemic.

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Day 4: Sunday – No Video

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Day 8: No Video (Used other communications)

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Day 25: Sunday – No Video

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Day 31: The Covid-19 Chicane

The curve in the road is not the end of the road unless we fail to make the turn (Helen Keller). 

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READ MORE – Bain & Co Article

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Day 113 of Covid-19 Detour, offered up this video:

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Day 151: Sunday – No video

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Day 153: Back in a Store In-Person – No video

Day 154: Back in a Store In-Person – No video

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Day 171: Saturday – No video – Provided this perspective instead:

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Day 172: Sunday – No video

Day 173: Monday – Labor Day – No video

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After 175 days of the COVID-19 detour some travel restrictions have been lifted. Hence, the daily videos will become less frequent as I will be doing a fair amount of travel and visiting clients in person. I am able to drive and stay in hotels, but air travel is still restricted.

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• More to come [daily]