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continuous feedback . The more employees grow , the more engaged they become .

4 . SET CLEAR , ATTAINABLE EXPECTATIONS

Many employees underperform not because they ’ re lazy , but because expectations are unclear or inconsistent .

“ Juggling customer expectations is tough when policies are all over the place ,” said another sales team member from a survey .

I always advise dealerships to establish measurable goals for each role and make sure employees understand how success is defined . Clarity prevents frustration and increases engagement .

5 . CREATE WINS TO DRIVE MOTIVATION

Employees stay motivated when they experience frequent , attainable wins . Sales teams have obvious wins , like selling a unit and ringing the bell . However , service employees often lack these defined wins . I recommend identifying and celebrating milestones such as : Number of hours billed per day Number of closed repair orders per day Number of lines sold per day

The key is to keep goals realistic — something that can be achieved multiple times a week to build momentum and engagement . Track , measure , and celebrate key performance indicators that drive profit , not just profit itself .

6 . ELIMINATE ROADBLOCKS Disengagement grows when employees struggle with inefficient systems .

“ We need better auto-emails and text follow-ups — it would make our job easier and customers happier ,” said a sales team member from an anonymous survey .

“ CRM and Lightspeed are great , but training on them is inconsistent ,” said an admin team member from an anonymous survey .

One of the first things I help dealerships with is investing in tools , software , and proper training to make employees ’ jobs smoother and more efficient . A streamlined workflow fosters enthusiasm and a commitment to excellence .

7 . RECOGNIZE AND REWARD THE RIGHT BEHAVIORS

Money isn ’ t always the best motivator — recognition is . Employees who feel appreciated work harder .

“ Hearing the bell ring after a sale keeps me going ,” said a sales team member from an anonymous survey .

I always encourage dealerships to celebrate individual and team achievements publicly . A simple acknowledgment can significantly boost morale and engagement .

8 . REMOVE THE TOXICITY Few things demotivate a team more than disengaged employees who bring others down .

“ Laziness and no accountability make things harder for everyone ,” said a service team member from an anonymous survey .

If someone refuses to be engaged despite leadership efforts , sometimes the best move is to let them go . A motivated , cohesive team is better than a larger , disengaged one .

THE BOTTOM LINE Employees will care when they understand why their work matters . It starts with leadership fostering purpose , providing support , recognizing effort , and eliminating roadblocks . When employees feel valued and

part of something greater , they don ’ t just “ do their job ”— they take pride in it .

Thanks for reading and if you have anything to add let me know !

Max Materne is the CEO of Ownex . io .