#Leadership gets tested when someone isn’t performing.

Leadership gets tested when someone isn't performing.

As a leader, you have two responsibilities: coach the behavior or change the person.

If expectations were never clear, that's a leadership problem. If bad behavior was ignored, that's a leadership problem. If someone keeps repeating the same mistakes after coaching, then it's time to make the hard decision.

No employee should ever be surprised they're being let go.

The best dealership leaders don't avoid difficult conversations. They have them early, coach often, and protect the culture when change is needed.

And before hiring the "top performer" from another dealership, ask yourself why they've been to five, ten, or fifteen stores already.

Past performance matters.

So does the pattern.