Internet Sales 20 Group IX
The first three habits in the “7 Habits of Highly Effective People” have to do with you and what you can do internally. If you can master these habits you will be able to achieve independence. The third habit we are going to focus on for this article is called Put First Things First.
Most people in auto retail have worked bell to bell, and before the end of the day (or night for that matter) looked at our watches and said “WOW, I can’t believe the day flew by!” And right after we have said that, we follow up with “OMG, I got nothing done today!” How can this be? How can we work so hard during a day and feel at the end of it that we got NOTHING done? Really it’s quite simple. We are working hard but not smart. There is a difference. Too often we focus on tasks that are not a high priority and offer little payback. Learning to prioritize tasks will be invaluable for you.
Let me break it down for you. Dr Stephen Covey says in his time management matrix that people find themselves in four quadrants:
- The first is called “Urgent / Important”. That means it is the number one top priority. And needs to be handled immediately. This is the crisis, an urgent pressing problem or deadline driven projects.
- The second is called “Not Urgent / Important”. That means it is a priority that needs to be addressed but maybe not that very second. For example, recognizing new opportunities, relationship building, or planning projects.
- The third is called “Urgent / Not Important” This means the needless interruptions, unimportant phone calls, random IM or emails, and dealership politics.
- The fourth is called “Not Urgent / Not Important. Time wasters, someone just interrupting you just to talk to you, “busy time.” At dealerships we often refer to these conversations as the smoke and joke circle.
Covey says that 90 percent of the time people are in quadrant one and most of the remaining ten percent is in quadrant 4. The results from quadrant one is stress, burn out, crisis management. So obviously this is not the right strategy. You want to be focused in Quadrant two which is “Not Urgent but Important”. Quadrant two is the heart of effective personal management. Visions, perspective, balance, discipline, control and a few crises’ are the result of living in this quadrant.
I’d like to make a suggestion that might help you out at your dealership. In the morning, make a list of the top five or 10 things that you need to do and number them from one to 10 (or five), 10 (or five) being the least important. Make a personal commitment to yourself that you will not end your day unless you get through your list. This will be your checklist and keep you focused on what is important at hand.
I know what you are saying next. At my dealership there are always things happening, fires to put out, new tasks and challenges dropped in my lap, and then other managers are adding to your list of things to do. Your checklist will help you keep perspective. As a matter of fact if you have a manager that is notorious for adding more to your plate; show them your checklist and ask them where this new item falls on the priority list? Be polite and respectful when asking for their help but be sure they know what you already have on your agenda for the day.
I have been the automotive industry for almost 10 years now. Half of that has been as a senior manager on the front lines. I know what its like to put out fires all day long. I know from firsthand experience the intricacies of day to day dealer operation. But, I also know from first hand experience that it is mostly ready, fire and then AIM!
Plan your day, work your plan and when you deviate from your plan, get back on track as soon as it makes sense to do so. Stay focused and at the end of the day you will feel a greater sense of accomplishment. Remember you get to have fun and do it all over again tomorrow. |
