3 Ways To Measure Up For Sales Success In 2015

3 Ways To Measure Up For Sales Success In 2015

How do you improve your results in 2015?

With every year, comes New Years resolutions (most of which you’ve probably already broken by now), new goals, and new plans to make this year your most successful year yet. But saying great things, writing up fantastic goals and having them plastered all over your desk won’t automatically give you new success.

In a main shopping strip in the area I live, I noticed over Christmas period a lot of “for lease” signs in the windows of previously so called “successful” restaurants and clothing stores. It was a great reminder that every business and every person’s successes or failures in life comes down to their ability to SELL!

For most of us, the biggest challenge we face is we don’t know where we went wrong in sales,marketing, and advertising in 2014 in order to improve on that this year!

So here are 3 steps you must take to make a lasting result in 2015

1. Measure Everything
Do you know how many people drove or walked past your dealership or business today? If you don’t, you’re not measuring enough. This year you need to track the traffic flow outside your store, the enquiry level that comes in, where that enquiry comes from, the prospects that are cold-called, the follow up that is conducted, the activities created by each salesperson per day, the closing ratios…

EVERYTHING must be measured consistently as you can only improve what you measure.
These numbers must be known by you and your team just like you know who won the tennis last night.

2. Recap DAILY on what you did right and what you can improve on
Performance reviews in sales usually happen monthly when you either make or miss your target. The problem with this tactic is ITS TOO LATE!
When you measure your results, it’s not about having a whole stack of meaningless spreadsheet data, but a measuring stick for improvement. You need to be working out at the start of every day, what did I do right yesterday? And what could I improve on today to change my result?
Everyone writes a to do list, only the successful write a stop doing list

3. Work on JUST ONE key area of opportunity 
Don’t try to change the world overnight. If you are selling 12-15 cars a month, don’t try to sell 30 cars a month, every month this year.
The acronym for the word “FOCUS” is Follow One Course Until Successful!
Do you need to improve with your telephone skills? Focus on that until you have mastered it!  
For others it might be the building of rapport, getting customers excited about your product and service, your advertising or point of sale, your enthusiasm levels, your time management
Focus on that ONE area until you have mastered it!

Measuring your results and being open to seeing the need for change, and then having the guts to make the change will be your greatest allie in the quest for success in 2015.

Great selling!

Dave Benson

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