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Failure to plan leads to rash action

by Bryan Armstrong on Jan 31, 2012

All across the Country, in fact probably in Dealerships everywhere, a similar scene has played itself out today: Call every un-sold Customer we’ve had all Month, bump all Trades to get a New retail unit, take that loser deal because we need those last few cars, get an update on every non-funded deal, call emergency C.I.T. meetings, whip the B.D.C. into a frenzy….

So after this madness and mayhem of erasing Thousands of Dollars of profits in an attempt to get deals funded and volume up, the same vow will be made tomorrow: “We need to stay on top of this stuff throughout the Month so we don’t have this B.S. next Month.”

Didn’t you say that LAST Month, and the Month before?

If this in no way pertains to you, great, but I’ll bet we can all see something that is applicable.

The false sense of Urgency created at the end of each Month is born of the very real desperation created by a failure to inspect your processes every day. The end of the Month can be much more pleasant when it’s just “going for extra gravy” rather than a futile last-ditch effort to force into being that which could have been cultivated daily.

Luckily tomorrow is a new Day, a new Month and an opportunity to get it right. You don’t have to have a Title to be a Leader. So when are you going to TAKE ACTION?

 

Bryan Armstrong

@bryancarguy


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Comments

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by Jim Bell 4 months ago:

Nicely said Bryan. That is one thing that a lot of employees miss out on. I know that our sales managers know what they have to do on a daily basis in order to hit their goals. Too many salespeople miss this also. Always come in with an attitude as a salesman, "what can I do to sell a car today and is what I am doing now getting me closer to the sale?" Plan plan plan and then you will have success.
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by Mike Ferris 4 months ago:

"I know that our sales managers know what they have to do on a daily basis in order to hit their goals. Too many salespeople miss this also."

Jim if your Sales Managers know their goals, wouldn't one of them be to motivate and train salespeople to embrace a great work ethic.
I may be jumping the gun on you, but I find a little too much blame is placed on salespeople on these forums.
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by Jim Bell 4 months ago:

Luckily, we have an incredible sales team and take the same thing to heart when it comes to goals. We don't have many that sit around waiting on that 'up' to show up. They are always working. I was speaking in general terms across the industry.
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by Bryan Armstrong 4 months ago:

Thanks Jim. Those seemingly innocuos momements of idleness add up over a Month's time. Work to win Daily and you will achieve success.
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by Brady Irvine 4 months ago:

Bryan, this is wonderful. There is nothing more stressful and annoying than trying to salvage a month in the last few days. (while everyone else is trying to do the same, causing a nightmare in finance)

In January we had a program end in the middle of the month, it wasn't nearly as good as doing it daily, but it was nice to have that "month end" in the middle of the month. When the smoke cleared on the 17th I had as many deals as I've been averaging in a month with 2 weeks to go.

Starting today, I'm going to try the daily thing. It might cut down on my coffee drinking, but it's worth a shot.
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by Hunter Swift 4 months ago:

Like always, great article Bryan. Another example of what you are talking about that happens often at the end of the month with salespeople when they don't ever want to have a bad month, so once they do ok, they sandbag until the next month. Its like they are afraid if the push and succeed, then they wont have anything left for next month. But the ones that do, often are the ones that are the most successful!
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by Chris Costner 4 months ago:

Great points Bryan. There is no better way to keep on top of everything you pointed out than on a daily basis. Our morning manager meeting consists of: CIT's, BDC appointment recaps (past, present, future) and recent spot deliveries. Everyone knows it will be covered and keeps everyone on top of it. I can definitely say our month end sales days and closeouts are very smooth.
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by Bryan Armstrong 4 months ago:

Hunter, Thats an interesting take. I have actually had salespeople "sandbag" deals as they were already at their top pay level. Again, it's a matter of Managing both PEOPLE and PROCESSES. To often the focus can be to heavy on one or the other.
Chris, Someone once said that the only things that get attention paid to them are those that everyone knows will be measured.
Brady- Thanks for your comments. I always love your content and appreciate your input on this thread. Always been curious though, what's with the avatar? :)
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by Brady Irvine 4 months ago:

Hahaha thanks Bryan. I think horribly done amateur photoshops are hilarious. I had that one on my work computer from several years ago. When I was looking for a picture to use for my profile I realized that I didn't have any semi-professional looking pictures that didn't make me look like a doofus, so I decided to go full doofus and use that one. Plus I think it stands out a bit among everyone's serious pics.
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by Bryan Armstrong 4 months ago:

Brady- If nothing else it got my wife interested in this site! ;)
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by Brady Irvine 4 months ago:

Well the good news is I look exactly like that without a shirt on... Except for the muscles and the tan and the lack of unsightly body hair...
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