Framing Success - Goal/Plan/Measurement

The last few years have presented some incredible challenges for the automobile business and its dealers. Those that have weathered the storm are now emerging stronger. They have learned how to do more with less, have a deeper appreciation for loyalty within their customer base, and believe they might have seen the worst...and survived. So what's the plan going forward?

The plan is to capitalize on the revitalization of the industry. To win back market share, unit sales, and restore profitability. However, the engine that drives the business needs a tune-up. In talking with a number of Dealer Principals, each had similar and primary concerns, namely the productivity of their salesforce.

Fortunately, there is a very simple framework which can be implemented that is extremely effective when used to increase productivity and achieve objectives: Goal - Plan - Measurement.

The framework starts by establishing a goal. There are many methods of establishing goals (i.e. quotas, employee set, management set, collaborative, etc.) and without digressing into a discussion about goal setting itself, suffice it to say that setting a goal is synonymous to choosing a destination when one takes a trip. One needs a target. Once the objective is set, a plan is constructed to achieve the objective. This enables one to work backwards from one's chosen destination to one's present location. The plan sufficiently detailed, becomes the road map; the set of daily activities that once completed, ends one at the objective. Periodic (usually daily) measurement determines the efficacy of the plan. Measurement answers the question: Is one's plan getting one closer to one's goal? Further, it establishes a feedback loop that continuously asks this question. Providing the answer is yes, the plan remains. If the answer is no, the plan must be modified to produce the desired result...measurement continues. The process is iterative and continues until the objective is reached. Lather, Rinse, Repeat.

Views: 19


You need to be a member of to add comments!


Comment by Grant Cardone on August 7, 2010 at 11:35pm
Enjoyed your blog- well done!
grant cardone

dE Sponsor

Latest Activity

Damian Boudreaux posted a blog post

Ali Reda Broke Another Record?

Can you imagine if your best month was 167?How about if you sold 1,582 units in one year?At the end…See More
26 minutes ago
Bill Wittenmyer posted a video

Freebie Friday: Mentorship

VP of Sales, CDK Global, Bill Wittenmeyer explains the importance of a mentorship program in dealerships in this edition of Freebie Friday.
5 hours ago
Jim Flint posted a blog post
5 hours ago
Doug Van Sach posted a blog post
5 hours ago
Andy Church posted a blog post
6 hours ago
Yogesh Sashi posted a blog post

How to Become a Digital Marketing Consultant

Owing to the extensive technological reforms in the business and industry sector, the demand for…See More
13 hours ago
Tony Provost posted a video
20 hours ago
Crystal Hartwell posted blog posts

de sponsor

Get Newsletter

dE Sponsor

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service