It happens at the end of the Friday morning sales meeting. The Sales Manager concludes the meeting by listing the salespeople by name on the board and asking them, "How many deals are you going to do this weekend?"

Not only do salespeople give a number that is based on what they think the manager wants to hear, they usually have no idea how they are going to arrive at the number. That’s because they’ve never really looked at their own process or how that sale actually occurs.

Here’s what I mean: If a salesperson averages a 20% closing ratio and averages 10 total opportunities on the weekend, he or she can expect to sell 2 deals every weekend. The only way to change the number of sales is to either increase the opportunities or increase the closing ratio. With that in mind, consider changing the focus of your Goal Setting Roll Call to goals for appointments or goals for increased demonstrations. Appointment goals will generate more traffic while demonstration goals will generate better closing ratios.

Increase your traffic by 2 customers and your closing ratio by 5% and you will sell one more car per weekend based on the 10 customer/20% ratio previously discussed. Auto University’s training includes specific strategies for increasing traffic and improving your processes. Our dealerships sell more cars and have higher sales satisfaction scores. If you’d like to experience increased performance, enroll in our Self Paced Training courses or contact us about our Real World Training Workshops.