Leading with Humor
Building resiliency is key to long-term success . That ’ s a lesson that Kevin learned the hard way as a stand-up comedian .
Although he spent his early career in commercial real estate , Kevin decided to pursue stand-up comedy full time , moving first to Los Angeles and then New York City . The plan lost its luster after a few years of scraping by with very little income and seeing more experienced comedians still struggling to break through . Kevin ultimately decided to return to the business world . However , the experience he gained in handling tough crowds continues to serve him well .
“ Your sales pitch isn ’ t going to land the way you want it to every time . It ’ s the same with stand-up ,” Kevin explained . “ Every stand-up comedian has to learn how to bomb ( not get laughs ) and win the audience back . That is one of the best skills ever . You have to just be resilient .”
Resiliency has been especially helpful these past few years as COVID-19 shook the automotive industry . At the start of the pandemic , many dealerships temporarily closed their doors and auto manufacturing powered down . In the latter half of last year , auto sales went through the roof due to pent-up demand when businesses reopened and manufacturing resumed . Business was good for Dealer . com then too , since more dealers than ever were interested in digital retailing .
But in 2021 , a severe shortage in computer chips needed to manufacture new cars led to a new crisis : low inventory . Salespeople on Kevin ’ s team had an uphill climb , trying to market car-buying tools to dealers who didn ’ t have many cars to sell . Sales took a dive and morale slumped , said Darren McNeil , an inside regional sales manager on Kevin ’ s team .
Kevin rallied his team by planning a helpful training event where subject matter experts shared advice on how to overcome some of the new objections they were hearing from customers . He also ensured his team stayed connected regularly by using Microsoft Teams ’ Together mode to meet virtually . That , along with his trademark humor , provided the spark the team needed to begin moving the needle again on sales , according to Darren .
“ A lot of the issues we ’ re dealing with haven ’ t been joking matters , but some humor along the way makes that a lot easier to digest and makes working a lot more fun ,” Darren said .
Energy , Exemplified
If there ’ s one quality that Kevin ’ s friends and team members envy , it ’ s his energy , said Laura Charbonneau , another inside regional sales manager on Kevin ’ s team .
The energy he brings to the job translates to his everyday life too . He plays golf or hits balls on the driving range almost every day , and he ’ s a very busy family man . Kevin and his wife have five children , ranging from 5 to 21 . He also has been writing some new material and making plans to perform again at one of his favorite Vermont comedy clubs . Kevin has even had some success in his home state , once winning Vermont Comedy Club ’ s Funniest Comic .
Somehow he keeps his work and home life in balance , and he often encourages his team to do the same .
“ He was really accommodating for each of us as we navigated our own challenges of the pandemic and working remotely ,” said Darren . “ Throughout the whole thing , he really was a champion for a balanced routine and for staying focused on our mental and physical health .”
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