The managers in your dealership must have a written job description with clearly defined responsibilities and expectations.
Having specific goals for the department is required. Daily action plans for selling, training, appointments, one-on-one coaching, save-a deal meetings, deal structuring, follow-up, etc will increase sales by 20 percent without spending more for advertising.
If you read biographies of successful people or businesses, one common thread always seems to be a strong sense of passion fueled by big goals. When you write specific goals down on paper, you are committing yourself mentally, emotionally and physically to the attainment of those goals. Do your dealership and your employees set the long and short-term goals? As the dealer, have you committed your dreams to paper for the month, six months, a year, five years, 10 years, 20 years? Speed of the boss, speed of the crew, if you make the commitment, your employees will, too.
Once you have set your goals, plan your specific actions to reach them. Write a specific action plan for when to train, what to train on, who will conduct the training, how long the training will last and your expected goal of improvement for that area. Post a training schedule for the month and make it a monthly priority. Training is not a sometimes activity. It’s an everyday requirement.
Set goals for appointments and make action plans to reach those goals as a dealership. This requires goals and action plans for each sales person as to their activities to set daily appointments. Strive for and monitor appointments and watch your sales increase.
Every sales person should be coached daily in a one-on-one session. Set a game plan for who does this, when they do it and the expected results. Items covered in those sessions should be their sales pace in relation to their goals and their percentage of success for total seen contacts, demos, write-ups, closed and deliveries. Those items should be monitored for both yesterday’s traffic and month-to-date totals. Each sales person should have a day planner. The sales people should be required to have a plan for their day that is broken down into an hourly focus. To-do lists and follow-up systems should be reviewed for both sold and unsold customers. Review yesterday’s traffic for each sales person, walk back through what happened and listen for clues that would show breakdowns in their sale process. These activities alone can increase your dealership’s sales 20 percent.
To make more money, each morning the managers hold a save-a-deal meeting in the F&I office to review yesterday’s sold and unsold traffic. All deals in F&I should be reviewed. Review approvals to see if they have been delivered. And if not, why? If delivered, have they been booked out and turned to the office? Review finance turndowns for reasons why and any possibilities to approve those deals. Review dealer trades and the status of those deals. Review heat sheets and contracts in transit for deals not funded and deals that have missing items, such as titles, etc.
It takes increased effort and focus to improve your sales 20 percent. Many dealers just increase their advertising in hopes of increasing sales, and in turn, make their sales people traffic junkies. The percentage of gain in bottom line and long-term benefits is what you are seeking, not short-term fixes. The first step is to get rid of the notion, that there are good and bad months. You either have good or bad goals, game plans, actions and reviews of actions. Good or bad months are directly attributed to those items and are not luck
How to Increase Sales by 20% - To learn more about this author, visit Mark Tewart's Website.
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Related Businesses - Evan Elite Authors |
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Mark Tewart
(Visit Mark's Website)
Mark Tewart started in the automotive
industry as a salesperson in the early
1980s. Mark has been a Salesperson,
Leasing Manager, F&I Manager, General
Sales Manager and General Manager for two
of the largest automotive chains in the
country. He rose through the ranks to
become a General Manager at the age of 27.
Mark founded Tewart Enterprises Inc. in
1993 and has been a featured article
writer for Auto Success Magazine, Dealer
Magazine, and Ward's Dealer Business
Magazine. Mark has had popular programs on
ASTN(Automotive Satellite Training
Network) for several years and conducts
seminars and gives keynote speeches for
corporations and state dealer associations
around the country. Mark has also founded
sales, management and F&I Training
Academies based in Kansas City that are
endorsed by several state dealer
associations. His client list for his
in-house training programs include dealers
from all over the country and several of
the largest dealers in the country. Mark
is also a partner and National Marketing
Manager for AutoSalesPro, Inc., a computer
company providing the most advanced
software solutions in the Automotive
Industry.
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