Blog
Insights, stories, and resources on leadership and personal development.
7 Reasons Your Best Salespeople Keep Leaving (And How to Stop the Bleeding)
Dealership turnover is out of control. While most industries average 13.5% turnover, automotive dealerships hover around 80%. That’s not a labor shortage problem — it’s a leadership and culture problem. And every time a trained salesperson leaves, it can quietly cost your store over $100,000 in lost productivity, missed sales, and ramp-up time. The real issue isn’t recruiting — it’s retention. High-performing salespeople don’t leave because they can’t sell. They leave because of unclear Purpose, weak onboarding, inconsistent recognition, limited growth paths, fear-based management, and cultures that fail to support their ambition. In this article, we break down the 7 real reasons your best salespeople keep leaving — and the specific leadership fixes that stop the bleeding. From hiring for mindset instead of résumé skills to building a visible leadership bench and aligning culture with purpose-driven performance, these strategies help you retain top producers and build long-term dealership growth. If you want better recruiting results, start by fixing retention.
David R. IbarraFebruary 16, 20265 Steps to Defining a Purpose Statement That Actually Drives Performance
Most dealerships have a mission statement, but few have a Purpose that truly drives performance. A generic mission might sound impressive, yet it rarely influences daily behavior or measurable results. The difference between a traditional mission statement and a themed Purpose can mean millions in performance, culture, and customer loyalty. A themed Purpose is specific, memorable, and actionable. It clarifies your dealership’s “Big Idea” — the unique feeling, transformation, or experience you create for customers. When your team understands that they are not just selling vehicles but delivering confidence, memories, or peace of mind, their performance changes. In this article, you’ll discover the five practical steps to defining a Purpose statement that drives measurable outcomes, aligns your team, and becomes a true competitive advantage. From identifying your Big Idea to reinforcing it daily and living it from the top, these steps will help you turn Purpose into performance.
David R. IbarraFebruary 9, 2026The 3-Part Brain Model That Separates Top Dealerships from the Rest
Execution isn’t a tactics problem — it’s a thinking problem. Discover the 80/15/5 Brain Model and learn how top dealerships reprogram their mindset to eliminate fear, improve execution, and build a culture of readiness.
David R. IbarraFebruary 2, 2026