Page 140 - Car Sales Training Manual

􏰃*7843&1 􏰃74+*88.43&1.82 ? Session J.2
TOPIC: Goal-setting. Why it is important for you to set and pursue
business goals and personal goals.
J.2–1of 3
AIM: To focus on the vital importance of goal-setting by Sales Consultants and Management. To ensure goal-setting becomes an integral part of your business and personal activities.
KEY POINTS: • Everyone needs to have a plan in place for their business and personal activities. If you don’t have a plan, you just wander aimlessly, being affected by or blindly reacting to the forces around you.
• If you don’t have a target, if you’re aiming at nothing, that’s exactly what you’ll get.
• Goals are simply a list of things to do, just like a shopping list or a ‘jobs to do around the home’ list.
• Goals can be short-term, mid-term, long-term, large or small.
• Establish your long-term goals and then determine the short-term goals to get you there.
(A) Sales Managers/Sales Teams:
(i) Set 574&(9.;* goals...􏰗􏰗􏰗􏰗􏰗􏰗􏰗 to (439741 your team’s future activities and objectives (eg., sales targets, C.S.I., profitability, training).
(ii) Set 7*&(9.;* goals􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗 to prepare you to respond professionally to future challenges you may meet (eg., reduction in enquiry, ‘discount war’, interest rate rise).
Remember, if you don’t have high expectations, you won’t plan for or achieve high results.
(B) All individuals:
(i) Set personal business goals (eg., 100% road-test demonstrations for walk-in enquiries. 100% face-to-face appointments from telephone enquiries).
(ii) Set personal ‘life’ goals (eg., buy a house; investment property; overseas travel; join a gym). We work largely to provide financial support for our personal life, so ‘life’ goals largely affect our work performance.