Get the team to commit to setting goals. In this meeting you will help the see them to see the importance of doing so and effective methods to track their own performance.
Materials: Flip Chart, Open Mind, Photocopies of Goals Handouts
(See attachements at bottom of page)
Time Needed: 25 – 30 minutes
Review – (4 Minutes)
• Ask the group about any improvements they’ve had using their new telephone techniques. Discuss with group.
Introduction - (3 Minutes)
• Introduce the topic by asking everyone if they believe that by having set goals on a monthly and yearly basis would lead to more sales.
• Tell the group that today’s meeting will be focused on setting goals and the importance of them.
Why Set Goals? - (7 Minutes)
• Ask the group: “What is in it for you to set goals?” Write down their suggestions on the flipchart. Make sure they get:
• Knowing where you want to go makes it more likely you will get there.
• Tracking progress towards goals helps us stay focussed.
• Like the professional athlete, goals and keeping score keeps us on top of our game.
• When we go public with our goals, we hold ourselves accountable to follow through and achieve them.
What Do You Need to Know to Track Your Performance?
Stress to the group that the following two terms are key to their ability to track performance. “List them on the flipchart.
• CONTACT: Any person that a salesperson begins a conversation about a motor vehicle with.
• CLOSING RATIO: How many vehicles have I sold compared to how many contacts I’ve had.
Introduce Goal Sheet & Sample Daily Log from P.A.L. “handouts”
Stress to the group that through accurate tracking of their performance they will not only be able to see their progress but they will notice areas in which they can improve.
Set Your Goals
Stress to the group to develop their own sets of goals through using the following headings:
• The power of why! “Why do you want to earn $X ?”
• How much do you want to make? “annual income goal, average commission, annual sales goal”
• What must you achieve each month in order to make your goal? “sales objective, income objective”
• How many sales this month will come from floor-ups? “average number monthly ups, closing rate on ups, sales from floor ups”
• How many sales required from prospecting this month? “sales from prospecting”
Learning Point: Stress to the group that through matching their goals with their efforts they will increase their sales and will reach what they are aiming for.
Conclusion & Coaching Focus - (4 Minutes)
• Ask everyone to commit to setting goals.
• Ask everyone to try the ideas that have been suggested in the meeting.
• Ask the staff to note any changes in their performance to be discussed during the next meeting.
• Encourage anyone that may have questions during the week to feel free to come to you to discuss them.
• Leave them with the following quote,
“Don’t bother about genius.
Don’t worry about being clever.
Place your trust in hard work,
perseverance and determination”
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