I've read the studies and I've heard all the self help gurus explain human nature, so I know the reasons given for a lack of high performance. But I really want to hear it from you! And I'd especially like to hear from people who have recently attended training classes for sales or service. I'd like you to answer these questions:

1. After attending training, did you use any of what you learned in class with your customers? If no, why not?
   
2. After using something you learned in class, was it effective in helping you sell more products or services, or increase your CSI?
   
3. How long after you started using what you learned did you stop using it?
   
4. Why did you stop using it?

Okay, fine. You don't actually have to write me a letter to explain, but these are questions you should be asking yourself every time you attend training or read a book on how to improve yourself or your performance.

It's really a sad thing to see, but we go into some dealerships and help them set performance records, only to see them revert back to their old ways a few months later. And while we usually hold management accountable for this, every person who attended the training should be holding him or herself accountable for not keeping things going.

An ancient proverb says, "He who knows the right thing to do, and doesn't do it, he misses the mark!"

It's a great deal more enjoyable to do the right thing for customers and to make more money in the process. Most of you reading this newsletter have been given an abundance of training that you no longer use. Take some time today and revisit some the things you've read and heard in the past and get re-engaged. Turn your performance back around. And if you need some help, don't hesitate to give us a call.