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Larry Feldman’s Expert Insights on Motivational Training Dealership Success
Motivational training is often viewed as a one-off event, an annual box to check during slow months. But in reality—the dealerships that consistently outperform competitors do something radically different. They put motivational training at the center of their talent and team culture strategies, leveraging it not as a stunt but as a transformative, ongoing process. For those ready to energize their workforce and drive sustainable results, motivational training dealership best practices have never mattered more.
Let’s dive deep with industry expert Larry Feldman, CEO of Career Changers USA—the nation’s only automotive search and training firm built by former dealer owners, general managers, and sales top-performers. Drawing from a lifetime transforming dealership cultures, Feldman’s unique playbook delivers the “aha moments” dealership leaders need to navigate today’s challenges and future-proof performance.
"Motivation, like all training, needs to be constant. It needs to be nurturing, and it needs to gear towards the individuals." — Larry Feldman
Why Motivational Training Isn’t a One-Time Fix
According to Larry Feldman, the greatest misconception among dealership leaders is treating motivational training as a singular event—a belief that one energetic seminar or team huddle will suddenly spark change for the long haul. But Feldman, who has spent decades cultivating high-performing teams in the automotive sector, repeatedly emphasizes that "motivation, like all training, needs to be constant. " The reality he sees: true motivation is a habit, not a headline. The best motivational training dealership strategies are woven into daily routines, quarterly goals, and long-term visions, creating a rhythm where employees feel valued and invigorated year-round.
He points out that personalization is key. Generic approaches lack staying power; what resonates with a veteran finance manager may fall flat for a new service advisor. Leaders who tailor ongoing training to unique individual drives—career ambitions, learning styles, and what genuinely excites each person—see exponential performance gains. Feldman’s philosophy is rooted in real human connection: “people need to feel part of something,” he explains, especially in today’s pressured and sometimes negative work climate. This realization shifts the conversation from “Did you finish the training?” to “How are we keeping everyone growing, together, today?” That’s transformational thinking.
- Continuous motivation fuels sustained employee engagement.
- Personalized approaches resonate more deeply than generic sessions.
- Consistent effort correlates with improved retention and performance.
"If you put the effort in, to consistently train and motivate your people, you're gonna get a tremendous result, not to mention much better retention." — Larry Feldman
Proven Motivational Training Tactics That Boost Dealership Employee Performance
Leveraging Cross-Department Contests to Unite and Motivate Teams
Feldman’s experience spans dozens of high-performing dealership environments, where he’s seen one best practice move the needle above all: creative, cross-department contests. Instead of pitting sales against sales or service against parts, he recommends assembling teams with members from every department—sales, service, parts, body shop, and administration. Suddenly, staff who rarely interact must collaborate, share wins, and solve real business challenges collectively. The outcome? “People pulled together who didn’t usually interact, and everyone performed better with lasting effects,” Feldman recounts from his own initiatives.
This approach goes beyond simple teamwork. It builds camaraderie that shatters traditional dealership silos, accelerates trust, and embeds a culture of mutual support. Feldman’s contests often included recognition, friendly competition, and clearly defined goals tied to real dealership metrics. But the greatest transformation came from people realizing each person’s role is critical to the dealership’s success—and from new relationships that outlasted the contest itself. According to Feldman, the “win” isn’t just higher sales or improved CSI scores, but a stronger, more resilient dealership community.
"We did a contest with teams that included salespeople, service, parts, body shop, and office staff. People pulled together who didn't usually interact, and everyone performed better with lasting effects." — Larry Feldman
- Creates camaraderie beyond departmental silos.
- Fosters a shared sense of purpose across teams.
- Drives measurable performance improvement and morale.
Addressing Today’s Negative Social Environment with Positive Dealership Culture
The external environment has changed. As Feldman points out, “we live in a very negative society bombarded by negativity from social media and elsewhere. ” Dealerships are not immune—employees walk onto the sales floor already carrying the day’s headlines and personal worries. Feldman challenges leaders to counteract this toxic tide by cultivating an internal culture of positivity. He recommends infusing every team huddle, meeting, and challenge with genuine excitement, explicit appreciation, and opportunities for every employee to contribute meaningfully.
The expert’s perspective is that a dealership’s internal atmosphere should act as a shield and a recharge station against external negativity. Fostering a strong sense of belonging and shared mission not only elevates morale, but directly influences customer interactions and long-term retention. Feldman’s real-world examples show that when employees feel excited and motivated—and, crucially, like they’re making a difference—loyalty and performance both soar.
"We live in a very negative society bombarded by negativity from social media and elsewhere. It’s crucial to keep people excited, motivated, and feeling part of something meaningful." — Larry Feldman
Key Takeaways for Dealership Leaders to Amplify Employee Motivation
- Commit to ongoing, personalized motivational training.
- Break down departmental barriers with collaborative initiatives.
- Cultivate a positive workplace to counter external negativity.
- Recognize motivation as a core driver for retention and success.
Top Motivational Training Best Practices Checklist
- Schedule regular, tailored motivational sessions.
- Implement interdepartmental team challenges.
- Provide continual recognition and support.
- Encourage open communication and feedback.
Closing Thoughts: Unlocking Your Dealership’s Potential Through Motivational Training
Larry Feldman and Career Changers USA emphasize that sustained motivational training is not just a single event but a continuous, personalized journey that directly enhances dealership employee performance, morale, and retention. By integrating cross-functional team activities and cultivating a positive workplace culture, dealership leaders can navigate today’s challenging social climate and accelerate business success. The true differentiator isn’t technique—it’s the commitment to develop every employee, every day, with intention and heart.
For automotive dealer owners and managers aiming to elevate their teams, embracing these motivational training strategies is an essential step toward unlocking lasting performance gains and a winning culture.
Take Action: Elevate Your Dealership Today
To learn more about implementing expert motivational training tailored for automotive dealerships, connect with Larry Feldman and the Career Changers USA team.
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