“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.