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  "map_content": "What does that tool do?\nI remember when I was a child being out in the garage with my Dad while he was doing some weekend warrior project or another, he must have had every tool known to man. While he worked on whatever it was, he would shout to me to bring him the this or the that, like \"hand me the 9/16 socket or the 1/4\" Allen wrench\" and I slowly became educated about exactly what each tool was and what it did. My garage lessons evolved from wrenches, screw drivers, and the simple things to more complex tools like tap and die sets, flex head ratchets or timing lights. As I got older and began my own projects, God help me if Dad suddenly couldn't find one of his tools, because I had put it in the wrong spot or even worse, hadn't returned it at all.\nFor those of you that are my fellow automobile industry associates, we are all familiar with those enormous and very expensive tool sets that our technicians house in the service department, some have rather simple sets and others incredibly complex and diverse. I guarantee you that those techs that are your best techs know when they are missing even one of their tools and exactly where in their box it is missing from. Those tools are their surgical instruments, their livelihood.\nSo where am I headed with this? I have a fun test for any of you in your roles. I want you to list out every tool you have in your tool box and what it does exactly. Start with the simple, and most often used, probably your smart phone. Then work your way out and be as thorough as you possibly can. You might even keep this a running task for yourself over the course of a few days and add the new ones that you had forgotten you even had (and there will be some, and a lot, for others of you). If you manage others, you should be doing this exact same exercise for your organization or department(s).\nDo you know what every tool is, how it works and do you use it effectively? I find when taking over a new challenge that one of the first things that needs to be done for the current team is training and awareness of the tools they have. From the most simple to the most advanced tool and everything in between.\nI recently showed a sales person who had been working for his organization for over a year how to log into his company phone and set up his voicemail. Once we set a new password and recorded his name, the phone stated that he had 39 messages, and the envelope information stated April of last year was when that call had come in. Any guess as to what kind of CSI score this fellow had for the last year? If you said terrible, you would be right! Do you think his managers had any idea that he didn't know how to check his messages, did they even think to make sure everyone was listening to their messages? The same dealership has an equity mining tool that they added six months ago and over half the sales staff of 30 has no idea how to use it or that it even existed and the majority of them have been there for more than 5 years.\nSome of you reading this are thinking ah ha, this is why I keep the basic mentality of DISC, does it sell cars... if it requires thinking, training and consistent review of performance, and I may not see the benefits of having it for an extended period of time then I don't need it. Right? Isn't that the same as someone who is 100 lbs overweight giving up after the first week of working out because they have seen no results?\nOpen your tool box, learn every tool, when and how to use it, replace old out dated technology with new, make sure you know the ROI of each one, and equally the effect on the employee and customers alike. Above all - Open the damn box and at the very least know what a screwdriver is and the difference between a flat head and a philips head.\nGeneral Sales Manager at AutoFair Hyundai and Genesis of Manchester7y\nMr. Hill, I miss your unique frame of reference. This gets a share.",
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