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'My Month�s End is on the 10th!'

The roles and responsibilities of the Sales Manager is a list that never seems to end

and it is also a list that is continually having additions made to it. Sometimes it is very overwhelming, especially for new Sales Managers, but seasoned ones have their moments as well. As Sales Managers, we are leaders, followers, friends, amateur shrinks, mentors, trainers, teachers, babysitters, we attend meeting after meeting with the dealer, more meetings with the factory reps, we are always on the phone or meeting with suppliers, other dealers, the various newspapers, radio stations, television stations, billboard companies, oh, and don't forget the customers that pop in to see us as well. In fact, we tend to get so wrapped up in the day-to-day tasks that come with being the Sales Manager we forget what our one most-important task is - SELLING!!

As the Sales Manager, we are ultimately responsible for the sales (or lack of) that we put up on the board every single day / month / year. Yet, we spend so little time actually focusing on the sales that we put it off until the last ten days of the month. Tell me if this is something you've ever done, 'We are so busy with the advertising, ordering inventory, the routine of our every day, that it is not until about the 18th of the month that we actually look at the sales board and say 'uh-oh, better get a push-on and finish the month strong just to make a decent month out of it.' It becomes these last ten days of the month that we actually are Sales Managers. We sit with the sales staff working on deals, going in on turnovers ourselves, calling customers ourselves, we take a no-holds-barred approach to putting deals together at the end of the month and we do have success.

If we, as Sales Managers, took a different approach to the month, and our role, we could have successes all month long and not just in the last ten days, here are a few suggestions how:

Make reservations that best suit your schedule to meet with your media reps. Remember that they are salespeople too, and I'm sure would be willing to meet with you in the evening, or at a time that is convenient for you.
Plan ahead as far as inventories. When you have more consistent months, you will need to spend less and less time on inventory as it will become less and less erratic. If you aren't able to plan ahead yet, set aside and schedule yourself one day a month or every two weeks to meet with your factory rep to go over this. Don't try to take 20 minutes a day to get it done, it won�t work, you need to devote your time and concentration to it, so make an reservation on your schedule to do it.
Rather than a big push in the last ten days, break up your month into two halves or even four quarters, and put out the same 'push' on the 10th of the month that you would have on the 20th. If you have a stronger first half, there will be less need to panic at the end. In fact, the worst thing that could happen is that your habit dictates you push on at the end of the month as well and what will happen? Well, with a strong first half and a strong second half, you will have a better month!

Get yourself organized, put together your schedule and meet with everyone you need to meet with when it is convenient for you. The most important thing to remember is that your main focus, your number-one priority, is to ensure the sales of as many vehicles as you can. Do all of your meetings in the heart of the day, in the heart of the month, help ensure those sales or hinder them?