It’s all about people.

We hear this phrase more and more as the scale of farming and farm equipment dealerships grow. We also hear it from successful dealers who must drive change in their businesses to keep pace with changes in technology, demographics and competition.

In Part 1 of this two-part article, we discussed the purpose of coaching, how effective coaching strengthens accountability and how asking “coaching questions” challenges people to own and expand their capacity.

What is the value of the knowledge, experience and analytical ability (or troubleshooting) that your dealership has developed in order to sell and support your customers? This ability, which has been developed over time and exists in the minds of you and your employees can rightfully be called dealership wisdom.