Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Glenn Pasch

Glenn Pasch Chief Executive Officer

Exclusive Blog Posts

3 Ways To Boost Sales At Your Dealership

3 Ways To Boost Sales At Your Dealership

The name of the game at an auto dealership is selling cars and having customers keep returning when they need some kind of service or repair done to their …

Most Manage, Few Lead: Which One Are You?

Most Manage, Few Lead: Which One Are You?

Members of LinkedIn are bombarded with memes and motivational pictures. Between the Ned Stark photos and the cool car pictures, everyone seems to think…

Virtual Retailing - the Future is Now

Virtual Retailing - the Future is Now

The idea of virtual reality has always been mind-blowing. Put on a pair of goggles and be transported somewhere new without moving your feet. For decades, …

Predicting Your Next Buyer

Predicting Your Next Buyer

Trying to understand who your best target customers are can be a painfully long, and expensive, process that can result in thousands of wasted marketing do…

Why Dogs are Not Good at Math

Why Dogs are Not Good at Math

Dogs are Man’s best friend.  They get excited when we come home, they want to hang out with us, run along a path, and play fetch.  When we …

What Progress Have You Made So Far in 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.

Eric Miltsch
I love this Glenn - it's only the 18th and you're ALREADY coming at us hot with an accountability check!
Glenn Pasch
Don't want too much time to pass. Thanks for feedback. See you in a few weeks

 Unlock all of the community & features  Join Now