Train - ReTrain & Connect
    Employee retention is a huge key for any successful business.  I’m not just
    talking about okay or average employee retention; quality long term
    employee retention is a HUGE factor and is the real key.
Copyright© 2008-2011 Automotive Dealers Network. All rights reserved.

By Mike Phillips
Sales Trainer/LeadTheTeam
Email
mphillips@automotivedealersnetwork.com
Mike Phillips, is a top performer with over 18 years of
sales, coaching and training experience.  Mike's sales
career was polished when entering the Auto Industry in
2004. Mike has expertise in finance, sales negotiation,
sales training, personal coaching and self motivation.
Mike is a sales trainer, personal development coach,
motivational speaker, leadership coach, and overall Mind
Ninja©.
One amazing fact is that while money is and will always be a factor in retaining
employees, it is not the only factor, in fact money is not normally the number one
reason that key employees give for leaving a company, when asked, business
and employment experts will generally say financial reasons rank on the lower
end of the top ten.
I’ve seen several studies and in most of them only 12-15% of employees left their
employer because of the money, HOWEVER 85-90% of employers THINK that
money is the reason why the employee left.  I’ve heard before, and this rings
true, “employees don’t quit the company they quit the management.”  So let me
tell you three KEY things that you can do right now to be a better manager and a
better leader to keep your key players intact.

  1. Train yourself.  The only way you can effectively train others (step 2) is if
    you know the material that you expect your people to know, yourself; and
    to stay ahead of the curve to continue learning new things.  If you are a
    sales manager reading this, most of the time this line runs through your
    head, “Why do I need to know _____, I’m not on the front line anymore – I’
    m a powerhouse on the desk!”  Well the reason you need to is exactly
    that, you have to have the ability to do more than just inspect what you
    expect, YOU HAVE TO FIRST PERFORM WHAT YOU EXPECT.  I am
    certain that while you may be a desking powerhouse, or you can “close
    any deal that comes your way.”  You will have a whole lot of nothing if your
    employees never get a prospect to that point.  You have to perform what
    you expect and get out of your chair and SHOW your people that you still
    have got it.
  2. Train your people.  As you gain more knowledge and learn new things,
    pay it forward to your staff.  As a manager or leader, if you continually
    have something new and fresh to offer, often people will stay because you
    are a participant in growing them.  This is huge, be a participant not a
    spectator in your employees growth and learning.  Even if you go back
    and recap the things that they or you know, but “forgot,” your employees
    will be thankful for the refresher course.  This cannot just be a
    management whim or a once-in-a-while thing; you have to train and train
    consistently.
  3. Connect with your people one on one and give feedback (and take it).  
    People are social creatures, they want to connect with you and feel
    important and that what they are doing is important.  What I am not saying
    is that you have beers out with your team or that you have to have a
    weekend barbeque to impress that you care about them.  What I am saying is that you need to be sure to
    make time to listen when an employee has a concern or problem.  Make 10-15 minutes out of your day to
    give real, honest feedback on that individual’s performance, don’t pull any punches if they are making a
    mistake somewhere; offer strong praise when you catch them in the act of doing something right.  Allow
    your people in that one on one environment to give honest feedback of YOUR performance as well, and
    don’t get defensive, in fact don’t even respond, just listen to the input then go back to work. Learn from
    your people too.
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If you want a return on investment… you must first invest and then start looking for the return.  Things will
not kick-start or change on their own, you must take action, get out of your seat and start with a plan right now.  
You can start right now, find a mentor (or someone who knows something you don’t, and that you want to learn),
pick up a new book, enroll in a new seminar and start training yourself first, THEN train those around you.  It
only will take a few minutes a day, you can start connecting right now.  Provide your employees more than TLC,
give TRC – Train, Re-train, Connect and you’ll have higher quality, longer lasting employees and better
employee satisfaction in the process.
TM