The new year is finally here, and with it comes new opportunities. On today’s episode of Inside Automotive, Glenn Lundy, automotive expert, leadership coach, keynote speaker, founder of 800% Elite Automotive Club, author, and host of the “Rise and Grind” podcast, shares strategies to help dealers start the year strong and build momentum in the first quarter.
To begin the year on the right foot, Lundy encourages leaders to take a close look at their processes. Over time, systems often become overly complex, making it harder for teams to execute effectively. Simplify operations and return to the basics. Once clarity is restored, leaders can establish a clear vision for the year and define the daily actions needed to move the organization toward its goals.
According to Lundy, success in the retail automotive industry centers around three core components: inventory, marketing, and people and processes. For each area, choose one primary goal and commit to it for 90 days. Repeating this process each quarter of 2026 helps teams build consistency and long-term momentum.
However, goal setting alone is not enough. Accountability must come first, followed by alignment across the team in order to achieve consistent results and sustainable growth. One common mistake Lundy often sees is leaders seeking immediate buy-in from their teams without first establishing accountability. When expectations are clear and accountability is enforced, alignment naturally follows, creating a stronger foundation for performance.
"It takes a whole lot of time and investment to map out our future, and a lot of people haven't learned how to prioritize that."
Another frequent pitfall at the start of a new year is delayed or reactionary planning. Lundy notes that most decisions made today will not produce measurable results for at least 90 days. Rushed planning doesn’t allow leaders enough time to observe performance or fine-tune their strategies. He recommends setting aside two dedicated days for planning, which helps teams stay focused despite distractions and leads to more consistent results.
He also points out outdated sales benchmarks as a limiting factor. In 1973, NADA published a manual stating that selling eight to 12 vehicles per salesperson per month was sufficient to generate a million dollars annually. While that standard may have applied decades ago, Lundy argues that today’s environment is different. With the rise of the internet, advanced technology, increased investments in advertising and training, dealerships now have far greater reach. As a result, he believes salespeople should sell at least one vehicle per day.
That responsibility, however, doesn’t fall solely on the sales staff. He stresses that it’s the dealer’s job to generate sufficient traffic. If each salesperson has at least three customers in front of them every day, one of those interactions will likely result in a sale.
Telling teams that eight to 12 vehicles a month is acceptable ultimately holds them back. New salespeople often start strong, driven by excitement and motivation. Over time, however, performance tends to decline once they believe that modest numbers are good enough. By the third or fourth month, momentum slows, and performance drops significantly.
Offering continuous training across the entire organization is the key to building and sustaining high-performing teams. Lundy notes that training often declines as individuals advance within the organization. In his 800% Elite Automotive Club, Lundy and his team prioritize top-down development. Even a team of strong sales performers will struggle without effective leadership, and poor leadership often pushes talented employees to leave for other opportunities.
In addition, Lundy highlights the growing importance of social media for sales professionals. In the past, dealerships relied on television and radio to reach consumers. Today, social media serves the same purpose by placing the dealership directly where customers are spending their time. Staying visible helps ensure that when consumers are ready to buy, the dealership is top of mind.
When creating content, Lundy cautions against overcomplicating the process. The primary goal is visibility. He outlines four simple principles, known as the Four Ps, to guide social media content:
- Personal: Offers a glimpse into an individual’s life, including family, hobbies and achievements.
- Professional: Career-related content.
- Purposeful: Posts that evoke positive emotion and foster connectivity.
- Poll: Interactive, question-based posts that invite engagement.
Finally, Lundy urges salespeople to avoid criticizing competitors online. He says dealerships can highlight their values and address common consumer misconceptions without attacking others, creating a more positive, professional presence that builds customer trust.
