Let me introduce you to the rule of equal incompetence. It applies to many of us. When a market of competitors all hire the same people and adopt the same practices you end up with equivalency. When business decisions are not based in fact, you create incompetence. Thus, the rule of equal incompetence.
If you’ve ever worked in a dealership, located in a competitive market, you know exactly what I’m talking about.
Over the years I heard a lot of “we should do this because I feel it is the best way to do it” and “I think we should ____.” I rarely heard “I looked at the numbers and even though I don’t personally feel it is something I would use, the numbers don’t lie so we are going to do this.” There are quite a few operators and General Managers who have made careers off of “feelings”. They did this through a mix of talent, luck, short memories and the rule of equal incompetence. I can’t say that my own career hasn’t had a few of these elements mixed in. I’ll be the first to raise my hand and say guilty as charged.
Lately, I have heard “I think” and “I feel” more times than I care to think about. I’m taking a stand. No more decisions by gut. Give me stats and A/B tests.
With so many numbers at our finger tips there is only one reason to ignore the facts: you don’t understand them.