Creating a culture of coaching in the dealership

Dealership managers who want to hone their management styles and establish a culture of coaching in all areas of the business will soon be able to participate in a new NADA Academy training program. “Coaching to Accelerate Performance and Profits in Dealer Groups” will be taught by NADA Academy instructor Mike Fullam.


Coaching is developing employees and tapping into their potential to achieve maximum results for themselves, the dealer and the dealership, Fullam says. A recent article in Inc. magazine cited a study that said 64 percent of respondents felt they were not getting the coaching support they needed to succeed in their jobs. And dealers are well aware of the high rate – and high costs – of turnover in the retail auto industry.


Fullam offers a few pointers to get started:

  • Build a relationship of trust;
  • Set clear expectations;
  • Collaborate to develop meaningful goals;
  • Provide excellent and actionable feedback; and
  • Always have your employees’ backs.
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