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Jared Hamilton
From: Jared Hamilton
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Megan Barto

Megan Barto Finance Manager

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End Of The Month Strategy All Month Long

 

"It's the end of the month. We expect everyone here as much as possible. No days off this week. We need 12 more units burning gas to reach our goal."  Who's heard those words before? If you work in a dealership - I'm sure you have (at least once or twice)! 

When is it time to realize, a month can't be made in a week. No matter how you slice it, dice it or look at - you have to work hard all month long. You have to go into the beginning of the month thinking about the end. What are you going to do TODAY to get you where you want to be 21 selling days from now?  Motivate your team, daily.  Not when you only have 3 days left.  

While at your store, even at the beginning of the month, work like its the end of the month. Try, scramble, reach and work like you need every deal.  Then go home, know you worked your hardest and RELAX (something none of us - myself included, do enough of).  As a wise man once told me (this wise man happens to be my General Manager), "Volume Fixes Everything."   If you go into the month with this mentality, you will have no need to scramble at the end.  You will be sitting pretty while everyone else around you scrambles to hit their number.  All too often, we try to cruise through the beginning of the month and make it up towards the end.  Don’t have that “new month hangover.” 

One of Stephen Covey's 7 Habits of Highly Effective People is to "Sharpen The Saw" - people need time to themselves because everyone sharpens their saw in a different way.  Allow and encourage your employees to sharpen their own saw 

Work smarter, which in turn, you’ll be more productive & you won’t have to work harder.

If you instill this mentality in your team (& by team I mean from the top all the way down) consistently throughout the month, it will become second nature. They won't think twice about the end of the month "push" because they will have been pushing all month long.  

You can't make a month in 3 days. As of right now,  all we have left is 3 days in November.  Have you made your month?  

Now.. who’s with me? 

 

Lindsey Auguste
Spot on, Megan. It's that lull in the middle of the month that make things dicey at the end. It's imperative that we keep an active mentality all month long, especially to motivate the salespeople to do so. But is that enough? It's not uncommon that sales people don't have that same level of motivation to make numbers simply because they aren't as invested in it as the upper level management; which makes me wonder - what kind of spiffs or strategies to dealerships have to keep those numbers flowing mid-month? I've heard before that some store will layer their compensation periods, where half the sales people work on a 1-31 day period in a month and the other half on 15-15. That way, there's an "end of the month" experience every two weeks. Does this work? Are there other options like this to keep the energy high all month long that our leadership will be able to complement? Awesome post.

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