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It All Comes Down To Counts And Figures

When you live for sales, one thing usually starts and ends the conversation: money. How you get there is important along with a number of other factors like goals and bonuses, perks, recognition and more. We surround ourselves with facts, data and figures: units, conversion, month-over-month, even comparing ourselves to in-brand, in-market competition.

What is it that drives the best? What is it that ultimately separates us from the stars and accolades? Why do some salespeople always seem to be 'lucky'? Most of the time it comes down to counts and figures, but not the ones you are thinking about, including ones already mentioned here. For the leaders, it comes down to counting on yourself and figuring out how to improve or stay ahead of the game.

Without learning, self-improvement and flat-out challenging yourself, the units or dollars becomes the only factor, which is a self-fulfilling prophecy. If you count on customers just walking in the door more than you count on hitting your calls and emails to drive traffic, you might just count on a big goose egg.

Figuring on things just happening versus figuring on ways to better connect with customers, methods to keep better track of your prospects and ways to drive your business up may have you figuring on polishing your resume.

Doing what it takes to make every day great rather than taking each day as it comes is the path to a successful future. Those who count on themselves to be creative and agile will win. And the ones that figure out how to take each opportunity for everything it's worth will lead.

Figure out how and count on yourself to…

Best practices: Professional Insight, Powerful Results

You Know Something Your GM Doesn’t

No matter how you slice this one, it's not good. See, stores may build results and get things done bottom up. But unless things changed since the close of business yesterday, your store is managed top down. And the fact that you know things that your GM doesn't won't allow you to get far or make as much as you can.

While information is power, a powerful engine that's not started can't get you anywhere. Most stores operate today without the proper information at the management level, especially in regards to Internet department/lead management operation. It is in  your best interest to make sure management knows what's going on. And yes, while it is their responsibility to understand, it's your responsibility to inform.

While it is so easy to claim that you're too busy, can't get the time, don't see eye-to-eye and a hoard of other excuses to not getting real face time, you have to spend time with the top dog at the dealership. A few things that may pay great dividends in the 'support the Internet cause' meetings you have include:

    1. Performance snapshot
        – lead performance, website issues, vendor status, training and resource needs
    2. Marketplace issues
        – competitive forces, blind shop results, guest feedback (which means actually ask questions)
    3. Opportunities
        – Technology, new services/vendors, SEO improvements, competition asleep at the wheel

And the best way to do this (at least weekly) meeting is to come prepared. Not complaints without possible solutions, whining that you 'just can't do more', defensive stances or typical non-productive time. You have to know what's happening, show that you're acting in the best interest of your store, show him/her the 'win-win' and have a Plan B in the event that you don't get what you ask for.

Be careful not to guarantee a bunch more sales if they "spend just a little more each month". News flash: every GM has been through that. Look to create buy-in by leading your GM to water, making things their idea (you don't care about credit as much as you do the paycheck!), demonstrating a solid business case and talking about value, advantages and benefits that should result.  If you don't think you can pull it off, here's a hint: bring in a consultant for one day. (psst: it's worth it!)

Make sure your management, especially your GM (or owner if you have the Bat-Line) knows what is happening in the Internet department…you know, it's that 'trend' in your store that is just going to disappear over the next 3-6 months…right???

Best practices: Professional Insight, Powerful Results