Success Strategy
Achieving Sales Targets
The bane of
automobile Sales Managers
is Dealership sales targets. In most Dealerships, the Dealer Principle lays-out the number of vehicles to be sold in the next business year. They are handed over to the Sales Managers who are now accountable to achieve them. In most automobile dealerships the Sales Managers are the catalyst for implementing
goal setting strategies.
This is where it gets a bit fuzzy. Some automobile Sales Managers divide the Dealership vehicle sales goal by the number of automobile sales people and then divide that by twelve months to arrive at individual sales consultant's monthly
personal goals.
Other
Sales Managers
simply divide the total number of vehicles to be sold by twelve months and that is the sales team's goal. And, finally there are automobile Sales Managers and RV Sales Managers who just hope for the best.To be truly effective in achieving car sales goals and developing a successful automobile sales team who achieve their
personal goals,
professional car store Sales Managers implement a three step goal setting success strategy. Accountability for achieving the automobile sales numbers still remains with the Dealership Sales Managers. However, each salesperson takes an active role in mapping out their personal vehicle sales goals. As mentioned, there are three steps in the goal setting success strategy. They start with the new car Sales Managers and used car Sales Managers understanding the strengths of each of the automobile sales people on the team. The Dealership Sales Managers recognize a salesperson new to car sales will generally sell fewer vehicles than someone who has been selling automobiles for several years. The store Sales Managers factor in referral business, closing strengths, and individual abilities. Next, the Dealership Sales Managers implement the following success process on an individual salesperson basis - Expectations, Execution, Evaluation.
Part 2... Read on... Click here.
Remember: Nothing happens until someone sells something.
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