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It’s a Leadership Rhythm Problem In late 2024, we began working with a dealership that, by most traditional measures, was healthy. Financially strong. Absorption solid. Processes documented. Reporting clear. From the
Employee Net Promoter Score (eNPS) At Sheppard & Company, we’ve learned to pay very close attention to early signals. Not the lagging indicators that show up on a financial statement six or twelve months later,
How Most Annual Plans Get Built. This article demonstrates how the best dealers don’t plan alone and how peer learning turns good plans into executable ones. Every year, I see
I don’t know a single dealer executive who isn’t working hard. Leadership teams are stretched thin. Calendars are full. Days are long. Most leaders feel like they’re carrying more than their fair share, and in many cases,
They’re Sitting in Your Training Plan There’s a line often quoted in military and leadership circles that I think about every January: “We don’t rise to the level of our expectations;
Which one will you read (or gift) next? Our Top 25 Books for ’25 list is here! A handpicked list by the Sheppard & Company team of the ideas shaping our
There’s a moment every December, usually sometime between the final sales push and the holiday closure, when the pace finally breaks. By now, you should be very close to or
On the surface, your dealership culture might look great. Everyone gets along. Meetings are smooth. People don’t argue. There’s “alignment” in the leadership team. But a culture that feels comfortable
Designing a sales commission plan is a complex and strategic task that requires careful consideration of multiple factors. It involves striking a delicate balance—motivating your sales team, managing market fluctuations,
Let’s cut to the chase: if your Product Support Sales Reps (PSSRs) still operate on a “kill what you eat” model, you’re leaving serious money—and long-term customer loyalty—on the table.