The Professional Standards for Sales Excellence training program was designed to teach the specific steps on how to build, maintain and manage a book of…

Back in my home country of Jamaica, at certain times of the year the caterpillars would go through the evolution process where they would conceal…

I have a saying that goes something like this, ‘What you cannot define you cannot measure; what you cannot measure you cannot reproduce; what you…

When you know better, you do better – Maya Angelo-via Oprah Winfrey When most people hear the word operating system, the first thing that usually comes…

For many years consumers have been complaining about the buying experience at the local dealership and have often compared the experience to pulling teeth without…

One of the toughest decisions that most business owners struggle with is deciding whether to commit to training programs that are not associated to a…

Dealership employees are constantly promoted to management positions without the necessary skills to flourish. They are asked to implement programs from the manufacturer without the…

It is no secret that we are all experiencing some difficult times in our respective economies and that these times are causing many in the…

It’s November and the weather is changing, so it’s time to get ready for our slow season. This is the time of year that many…

The ambiguous act of sales training is responsible for the high failure rate of salespeople everywhere, in every industry. Quit kidding yourself by engaging in…

The key to success in management is being able to control the controllable and intentionally cause change in the areas that you are responsible for.…

Yesterday I received a comment and a question from Terrell to a post I recently made that was titled Redefining the Sales and Training Models. The gentleman…

One of the most underutilized software applications within a dealership is its CRM software. This application has also been the source of much disappointment in…

Building a successful selling career is not complicated, but it has remained a mystery to most of us in the profession. We celebrate the superstars…

In Part I of this two part series, I shared in general terms the ingredients needed to create a super selling professional. I also hinted…

I am a chef by training and as such my wife tells me that I am a food snob. I am not sure if that…

“Give a man a fish and he will eat for a day,” is the first part of an ancient Chinese proverb that explains why the…

Expectations – we will perform in direct proportion to the way we see ourselves and the way that those whom we respect see us. The expectations…

I get asked many of times if I am a motivational speaker and I usually smile when I hear the question because I know why…

Business Development Centers have always been a strange abnormality and a sticking point for me because they were created and sold to address a systemic…

To most people when they hear the acronym CRM in a business setting, the first thing that comes to mind is that it is a…

Welcome to my blog designed to provide you with strategies for how to excel as a selling and management professional. It has taken me over…

Millennials are extremely tech savvy. They are a different breed that will significantly affect the customer experience, the speed of change, and your dealership’s bottom…

Process improvement programs from TQM, to EDGE, to EXCEL, to CEE & more…all these acronyms represent the manufacturers’ commitment to proactively impact the customer experience…

When it comes to training and the development of dealership professionals, what continues to bear true is that the ambiguous expectations of the results that…

The knowledge that dealership professionals possess is inadequate to do the job for which they are hired. These individuals receive the bare minimum training necessary…

Hey there, my name is Kurtis Smith and I’m just an extremely passionate kindred spirit that loves helping others reach their full potential. Don’t get…