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"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?