Pick anybody on your sales floor and ask them what one thing they're working on this month. If they can't answer it, that's not their grade. It's yours.

Most stores think they coach. What they actually do is announce numbers — the Monday meeting where somebody reads last week's units out loud, the walk across the floor, the end-of-month sit-down where a guy finds out he's behind on a number he already knew he was behind on. That's supervision with a friendly tone. Nobody got better.

This is the how-to. What coaching actually looks like on a sales floor and in a service drive, and how to run it every week without buying a program.

In this episode:

• The one-sentence standard for coaching you can hold your managers to
• The five-step sales funnel to coach on, and why each step breaks for a different reason
• The four numbers to coach a service advisor on — including the declined-work follow-up almost nobody touches
• Six reasons somebody underperforms, and why only one of them is a character problem
• The four questions that do more work than any advice you have
• Where to go learn coaching yourself without signing a training contract
• The weekly, monthly and daily rhythm — and the three-hour math that decides whether it happens
• Why the GM has to coach the coaches, and what happens when you take the session over

The Monday Morning Test:

1. Name your weakest performer's single biggest funnel gap. Not "he needs more cars" — the actual step where it breaks.
2. What did you ask somebody on your team last week that you didn't already know the answer to?
3. Pick any salesperson or advisor. Can they tell you the one thing they're working on this month? Go ask them.

The book I mentioned in this episode: https://amzn.to/3RSWjjG

FREE 30 MINUTES

Bring me one person — one salesperson or one advisor who isn't producing. We'll find the gap and build the coaching plan for that one person together, and you can go run it Monday. No pitch, no deck.

Email me: jason@dealerleadership.com

Jason Call or text: 505-551-9832 jason@dealerleadership.com dealerleadership.com

Most car salespeople blame a lost deal on the manager, the desk, the lead, or the customer. This episode is about the one place nobody looks — themselves.

Jason breaks down the single biggest reason salespeople don't make the money they should: a subconscious ceiling built long before they ever walked onto a sales floor. Studies show salespeople with high emotional self-awareness close at rates 50% higher than everyone else. This episode explains why — and what to do about it.

In this episode:

• Why silence feels like rejection to some salespeople — and what that costs them at the desk
• How childhood patterns show up as close rate on the floor today
• The real income ceiling you set — not your manager, not your goal sheet
• Three self-awareness questions to run before your next shift

This is the piece no OEM training covers. No word track fixes it. The work is internal.

For dealers and GMs: if you're watching this play out on your floor, visit dealerleadership.com for a free 20-minute dealer bloat audit.