Fail To Plan...Plan To Fail

Did you wake up today and realize that you don't have a plan in place? Are you too busy recovering from the end of March to begin worrying about April? One of the things that separates good salespeople from great ones is planning. Salespeople who set a game plan for the month know exactly what they have to do in order to achieve the results they want!

Commit to creating a mini business plan that you can spend 15 to 20 minutes on once a month to set yourself up for success. Prepare it by the 28th so you can close out one month and transition smoothly into the next. Keep your plan simple by categorizing key areas to focus on.

Statistics 
Review your sales stats from last month - prospects, demos, write-ups, closing percentage, etc. Determine one area to focus on this month and set actionable steps for how you plan to improve. For example, "My demo and closing ratios are solid, but I need to talk to 20 more people this month to sell 3 more cars."

Repeat / referral business 
Set a target for the number of referrals you'd like to get this month. Repeat and referral business closes at a much higher rate than all other traffic (about 50 percent according to NADA). So reach out to these customers every day with personal phone calls, thank you cards, or social networking messages.

Training 
Write down a few things you'd like to learn that would make you a better sales consultant. Which vehicles or options do you need to know more about? Are you up-to-date with the latest manufacturer rebates, dealer specials, lease rates, etc.? When you have time, find these answers online or from a coworker.

Personal goals 
Writing down personal goals will keep things in perspective and remind you why you work hard every day. Jot down a personal goal that you'd like to achieve - taking a vacation, buying a house, losing weight, etc. Then set steps you can take this month to help you accomplish it.

Having a gameplan will keep you focused, motivated, and productive as you work to improve yourself and achieve your goals.