The Circle of Control: A Leadership Mindset Dealerships Need Now

If you’re leading a dealership today, you don’t need me to tell you how much pressure you’re under.

Market demands are shifting. Workforce expectations are changing. Technology is evolving faster than most of us can keep up. And through it all, there’s a constant push to do more with less.

It’s easy to feel like so much of it is outside your control, and in many ways, it is.

But here’s the truth: the most effective leaders don’t waste energy in the chaos. They focus on what’s in their control, and in doing so, expand their influence.

The Circle of Control

The framework I shared during my recent talks is rooted in Stephen Covey’s Circle of Concern, Circle of Influence, and Circle of Control from The 7 Habits of Highly Effective People (1).

The framework is simple but powerful:

• Control: The things you directly own, your mindset, your actions, your processes, your communication.
• Influence: The things you can’t fully control but can shape through leadership, consistency, and culture.
• Concern: The things you care about but can’t change, the economy, OEM decisions, labour shortages.

The mistake many leaders make is spending too much time in that outer circle of concern. The result? Energy drains, frustration builds, and culture suffers.

When you focus on your Circle of Control, you not only stabilize your own leadership, you grow your Circle of Influence.

How This Applies Across the Employee Lifecycle

This isn’t just a mindset exercise. It’s a practical tool that can be applied at every stage of the employee lifecycle in your dealership.

Recruitment

You can’t control the labour market, but you can control:

• Clear, candidate-friendly job ads that reflect your culture.
• Knockout questions in your ATS to save time and improve quality.
• A consistent interview process and defined Ideal Candidate Profile.

Onboarding

You can’t control every new hire’s past experiences, but you can control:

• Pre-boarding communication that reduces anxiety.
• A structured Day 1 experience that feels intentional.
• Scheduled 30/60/90-day check-ins to support retention.

Compliance

You can’t control external regulations, but you can control:

• Streamlined policies that are easy to access and complete.
• Clear documentation and accountability for managers.

Training & Development

You can’t control how fast technology changes, but you can control:

• Providing ongoing training pathways.
• Equipping employees with the tools to adapt and succeed.

Performance

You can’t control every outcome, but you can control:

• Setting clear expectations.
• Providing regular, constructive feedback.
• Driving accountability through consistent rhythms.

The Leadership Advantage

In times of uncertainty, clarity is a competitive advantage.

When leaders choose to operate from their Circle of Control, they create calm, consistency, and trust. And when those qualities show up across the entire employee lifecycle, dealerships see the results in stronger culture, higher retention, and better business performance.

The question is: where will you focus your energy this month, on what you can’t control, or on what you can?

(1) Original source – Covey, S.R. (2013). The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change. New York: RosettaBooks LLC.