“You can’t manage what you don’t measure” is often attributed to business guru Peter Drucker.
When I discuss the Managing by Numbers programme, I often hear dealers and sales managers comment, “That’s the way we’ve always done it.”
From senior leaders to front line sales managers, dealers have grown accustomed to managing sales teams by some numbers, such as sales numbers, market share and Customer Satisfaction.
Do those numbers drill down and allow Senior Managers to evaluate the effectiveness of Sales Managers, Sales Consultants, Business Managers and Car Care consultants? NO!
Sales team members are required to follow a sales process! However do the normal numbers tell you if they are all following the same processes? And if not, who has chosen to follow process and who has chosen not to follow process?
Like most things in life, running a sales organisation has become more challenging.
Brian Phillis witnesses how the high performing dealerships utilise his metrics to better manage their sales departments. However we understand that it is more complex than that.
Numbers-Driven-Metrics based management is about keeping a focused eye on the Key Performance indicators (KPIs) that drive your sales organisation.
Performance Based Management is about picking the right metrics, agreeing on the actions that drive those metrics, reviewing them continuously, re-training and holding people accountable.
An example comes from sport. Great coaches don’t focus on the score.
Instead they focus on leading indicators. Leading indicators in sports are recruitment, skills training, skills KPI’s, player health and the ability to read the game. The lagging indicator is actually the score.
Both Leading and Lagging indicators drive behaviour. So we need to be aware of the behaviours that you are seeking, because you get what you measure.
Knowledge of leading and lagging indicators reinforces deadlines, gets sales team members engaged and creates a High Performance sales environment.
Managing by Numbers informs sales managers of what has occurred and if sales consultants are operating effectively.
Managing by Numbers can be used to predict future actions, if the actual results are not meeting the desired results KPI’s.
“Every DP, GM and sales manager really would like to anticipate what problems or opportunities may occur over the next weeks or months so they can plan to create a high performance outcome.”
Managing to Numbers produces many metrics including actuals to targets that allow good sales managers to predict what will continue to occur unless a change in attitude or process takes place.
It even predicts precisely what to do to correct the trend.
Managing by Numbers de-personalises any productivity and efficiency discussions as the numbers being discussed are based on the information provided and entered by the various sales managers based on actual performance.
Managing by Numbers is a positive performance motivator if the numbers are viewed as data and not used and interpreted as a personal criticism of any individual or collective group.
Managing by Numbers is an efficiency tool to examine performance and apply management logic that will be used to create more effective operational performance and cultural improvement.
Managing by Numbers de-personalises any productivity and efficiency discussions as the numbers being discussed are based on the information provided and entered by the various sales manager, based on actual performance.
Managing by Numbers is an efficiency tool to examine performance and apply management logic that will be used to create more effective operational performance and cultural improvement.
If you have the current Managing by Numbers information, you can easily identify best practices and KPI’s within your sales team that increases not just one person’s productivity and efficiency but every team members?
Imagine having the insight, flexibility and capability to micro manage individual team member’s processes as needed and still completely track productivity and efficiency across your sales team?
The 3 W's - Managing by Numbers provides unprecedented visibility and insight but with the ability to drill down into the 3W’s.
The “Which, Why and What” of the numbers to drive better sales force efficiency.
It also provides predictive analytics to help you forecast actions required to change process and sales outcomes for superior sales results.
Armed with this actionable intelligence, you can make more informed decisions about how to create a more nimble, productive and multi-talented sales force while simultaneously increasing efficiency, sales numbers and increasing ROI.
Auto dealerships sales organisations must be aware of the key metrics.
Those metrics are the score of the sales process!
The Numbers Can Predict Danger
Our Managing by Numbers system will detail the leading metrics which drive lagging metrics.
As senior leaders, we need to focus on the “leading indicators” because that is what we can control day to day. They influence the “lagging indicators.”
We can provide the solutions, as The Metrics are Gospel.
We have the best metrics and are improving them continuously!
Call Brian now and take advantage of a FREE 30 minute consultation.
My process includes visits to your location(s) to meet with leaders and staff, as well as observation and data collection to gain a complete understanding of your current state and desired future state.
It's the combination of hard data and personal interviews that reveals the true approach needed to help you thrive.
I focus on “Managing by Numbers” and having a structured sales process that maximises “Global Income.”
When I have introduced these processes to my clients, it has changed the way they do business and how they assess what is best for their business.
I believe that most management techniques are about common sense having regard to the market and guest expectations, but quite often I hear from Dealers, GM’s, Sales Managers and sales consultants who clearly don’t understand how Managing by Numbers, a Structured Sales Process and a Global Income focus changes the way to do business in this Efficient and Volatile market.
Based on feedback, my techniques are state of the art. Applying my techniques that are not challenging, as they are common sense. I am experienced and understand how to do that in your sales organisation in a practical and non-disruptive sense.
My style is about working with you to analyse your individual under performance issues and identify and implement well-proven sales solutions based on my experience of what has worked best in the past.
The common thread, in which I am an expert, is an emphasis on structured methods for performance measurement and improvement.
The challenges described here will sound familiar to you and I can help you achieve results that will repay my fee costs many times each year for the life of the business.
Regardless of how you currently rate yourself against the competition, I will ensure that you will achieve the sales success and the profits you desire and deserve.
I am a niche consultant, coach and sales trainer and my business model is based on me solving your under-performance issues quickly, with a minimum of fuss and effort.
Step 1 of any new relationship is an informal and non-binding chat about your issues and challenges. To facilitate moving to that position, I offer a free 1-hour informal chat so that we can identify the common ground and mutual understandings and have total agreement for moving forward.
I am very happy to offer suggestions and solutions, but if the problem is more complex I might suggest a formal diagnosis process to come up with an action plan.
That might involve:
• Talking to your people:
• Looking at your historic sales, P/L numbers and processes
• Benchmarking against best practice and competitors
• Assessing your market.
I will tailor the scope to your current situation, in order to arrive at (fully costed) recommendations for any future actions.
The truth is that there are good and bad ways to use numbers and whether any particular approach generates positive or negative outcomes depends on how people react and how numbers are used.
In all cases I recommend that you install my ManagingbyNumbers.com sales performance analysis system which is critically important to creating and utilising historic data compared to current KPI’s and utilising that data to create better performance in the future. What is almost universally true is that examining the correct KPI numbers helps managers understand what is happening in their business and then make better unemotional business decisions. Not just any numbers - the right ones.
Clearly, there is a small set of headline KPI’s that indicate if you have been successful in achieving your organisation’s vision. Those metrics, however, are about history and achievement. What is much more interesting and important to effective management, is using historic data for predictive analysis.
Looking at any sales organisation through its sales KPI’s is at the very heart of my philosophy, alongside a focus on communicating with, motivating and rewarding people effectively.
I am an experienced auto trade sales professional who understand the value of structured and quantitative methods in business. Training, Coaching, Communications and Capability Assessment – I offer a proven formal sales skills training programme, coaching and change-management methods.
As is said, a problem shared is sometimes a problem solved and just having someone to bounce sales related issues with, can be invaluable.
I also offer free 24/7-phone support providing in-depth management experience to support mentoring and coaching across the full gamut of sales management and sales training competencies.
I can develop a high performance sales programme to suit your organisation and with regular ROI reviews, professional advice and structured or flexible plans, I will provide a sound return on investment.