Community

Share your automotive expertise

2 Write a Blog Post

Filed in: General Mgt

What Progress Have You Made So Far in 2013?

By Glenn Pasch on Jan 18, 2013

Here it is, a few weeks after New Years and some of you are very excited because you have been following your 2013 resolutions. You have a sense of accomplishment and look forward to continuing down this new road. Others have given up already and probably a 1/3 of you never set any new goals because you may think it is silly.

To those people who feel setting a goal is silly needs to understand that without an objective or goal, no change happens. Maybe you have been through this before and feel that setting goals never work. To you I say that you may want to look at how you set goals but more importantly how you set out an action plan to accomplish the goal.

To those who gave up, why did you? To you I would say that you have not invested enough in how the result will impact your life. If the goal is not worthwhile then letting it go is easy.

Instituting a change anywhere takes work. It takes effort. Anyone who tells you differently is lying.

Be careful of the phrase “time management”. That phrase gets tossed around so easily but it never goes far enough into why things need to happen or why they stop happening.

Setting a goal:

  1. The goal you set has to have some repercussion if you do not attain it. Not that you will be fired or something negative happens but you have to be invested in the outcome. If you do not see the downside of not accomplishing this goal then it will be easy to stop.
  2. You need to be specific in what you want to accomplish. Saying you want to be a top salesmen is not the same as you wanting to sell 50 units. The same holds true with “I want to lose 15 pounds” versus “I want to lose 15 pounds by May 1st.”
  3. Once you have a goal that you are invested in and have been specific in the goal, the next step is outlining “action steps” that you have to accomplish to get you on the path towards your goal. For instance, if you are going to sell 50 units, here are some things you may begin to work on.
    1. Review marketing materials
    2. Go through your database to create a list of the first 10 clients you will call
    3. Create a script for your sales pitch
    4. Make sure you are logging data into your CRM or tracking tool

Setting up these steps will allow you to focus on small accomplishments that bring you closer to your goal. If you do not have these steps you will end up looking at the goal of “selling 50 units” and may not know where to begin so you keep putting off action until something comes to you. Next thing you know you are way off pace.

Setting goals and focusing on small steps also allow momentum to be built so that you see small accomplishments which get you excited about each of the following steps

For those of you who are still attacking your goals from New Years, keep it up. Keep focused on what you are doing each day.

For those of you who stopped, it is not too late to rethink your goal and get back on the plan. Remember you had some initial desire for change, don’t give up.

For those of you who did not set goals, hopefully you see that all of your life is about goals and priorities and I hope this helps.

Comments

I love this Glenn - it's only the 18th and you're ALREADY coming at us hot with an accountability check!

Jan 18, 2013

Don't want too much time to pass. Thanks for feedback. See you in a few weeks

Jan 18, 2013

Comments 1 - 2 of 2

You must be logged in to comment

Login Create an account

Add your comments:

   

Glenn Pasch's Recent Posts

Related Posts

  • Allen Turner Hyundai Wins DealerRater 2016 Dealer of the Year Award

    Pensacola, Fla. (Feb. 10, 2015)— Allen Turner Hyundai of Pensacola, Florida, has been named the top Hyundai dealership in the nation in a recently released ranking of customer satisfaction by online review site DealerRater.Read post

  • The Cross-Media Approach: Are We Practicing What We Preach?

    When I look at advertising strategies in our industry, one of the most consistently missed opportunities I see is dealerships who are trying to save money by marketing to all their customers through email, and only sending mail to customers without an email address on file.   These dealers often ask me, “Now that I can email my customers, why do I have to send them mail?” My answer is simple: without a cross-media approach, you’re making a predetermination about your customers. And isn’t that exactly what you tell your staff NOT to do?   Think about it: when you choose to use ONE form of communication and exclude others, you’re assuming that every customer will respond to that medium every time—when in reality their lives and needs change on a daily basis.   For years I’ve heard my dealerships tell their staffs not to cherry-pick or “plate glass” the customer, stressing the inherent risks of making assumptions about customers’ apparent ability to buy base...Read post

  • Seven Mistakes Employees Make That Could Cost You Millions

    Recently an auto dealership experienced an all-too-common security breach. An employee in the accounting department received an email from someone who he thought was the dealer asking him to initiate a $30,000 transfer from the dealership's bank account to another bank account. The accounting employee complied with the request and it was discovered later that the email was a scam. Unfortunately, there was no way to retrieve the funds. This dealership has a state-of-the-art firewall and security software, but today's increasingly sophisticated hackers are finding ways to get through even the toughest defenses. The most common method for gaining access to a dealership's network and data is to trick or 'scam' employees. That's why it's so important to have a corporate security policy in place and to train your employees, so they don't make these mistakes: 1) Not verifying email addresses. Any time an employee receives a request to transfer money, check the sender's email address and be...Read post

  • Gorillas, Balloons and Wavy Tube Men. Oh My!

    Our industry does a lot with gimmicks. You’d be hard pressed to drive through an auto mall or other area dense with dealerships and not see balloons, giant inflatable gorillas or wavy tube men. On nice days, we attempt to lure shoppers in with hot dogs and sodas. We incentivize test drives. We offer televisions, iPads and Playstations with purchase. There’s always a gimmick just waiting to be unleashed on our customers. But do any of these really attract (and keep) business? Sure, they might get someone’s attention. However, I highly doubt someone has ever decided to buy a car simply because they saw a gorilla on your roof.   We’re faced today with increasing competition. No longer are you simply competing with the dealerships in your PMA. Shoppers are able to buy cars online, through vending machines and, soon, straight from a GM pool of 30,000 cars. The ability to REALLY attract business lies not in the gimmicks you can throw in front of your dealership, hoping to attrac...Read post

  • Domain Explosion | Spammy?

    ARE DOMAIN EXTENSIONS SPAMMY? "1 of 5 Part Series" By: Grant GooleyRead post

  • Don't Let Fear Hijack Your Test Drives

    I’ve been in the automotive industry since I was 18 years old and the one thing that has remained the same, no matter what technology has been introduced, is the value of a test drive. Our research proves that including a test drive into the sales process is imperative. But lately test drives have been taking a beating. From the idea that millennials want an entirely online transaction without the test drive, to the kidnappings in recent news, test drives are getting a bad rap. We’re seeing safety concerns ramp up in our industry, from vehicles stolen during the test drive to a recent situation where a salesperson was actually kidnapped and physically harmed. While the safety of employees should be first and foremost on the minds of dealership management, we cannot let this critical step fall through the cracks of the process out of fear. If we stop giving test drives, our salespeople will be missing out on the biggest value builder available to them.  So much so, that only 4% of ...Read post

  • BREAKING NEWS: 2016 U.S. Women’s Car Dealership Report | Insights from Progressive Dealers

    This week, hot-off-the press, we’ve got the 2016 U.S. Women’s Car Dealership Report, showing how progressive car dealerships make a difference in the experiences of women and families. This national report shows what is important to women when shopping, buying and servicing their vehicles. The information in this report is drawn from over 4,000 women’s reviews and opt-in surveys. Using the reviews, Women-Drivers.com generates a Women Satisfaction Index® (WSI Score), ranging from a high of 5.0 to a low of 1.0. The surveys are used to delve deeper into women’s shopping, buying and servicing experiences. This information is specifically generated from dealerships certified through Women-Drivers.com based on the customer reviews. These progressive, forward-thinking dealers use the company’s platform to improve sales and service experiences for their women clients. Dealers who participate, continually evaluate the data an consumer intel they receive to ensure they maintain high...Read post

  • If I Surround Myself with Champions, I Can't Help but Win

    I’m sure that every management team sits down on occasion to discuss ways to improve dealership operations. Whether that improvement has to do with sales goals, employee satisfaction, or simply lot appearance, typically what happens is that everyone is gung-ho about it and it kicks off great. Then, slowly that momentum dies and all of a sudden nobody is making an effort anymore. Sound familiar?   How many times has your dealership implemented a new technology, lead source, or any new initiative just to find that they don’t get used, or seem to fail? Sometimes we find ourselves scratching our heads in wonder. Perhaps it’s not the technology, but rather our team members aren’t following a process or using it improperly. It’s very easy to dismiss a new technology or process as ineffective simply because employees tell you it’s not working. In my experience, most of the time it’s not the technology or the newly launched process that’s the problem. The problem is usuall...Read post