There is no substitute for getting out of the gate fast in sales especially in a short month like February. Many dealerships finish December with monster momentum but then watch it come to a screeching halt in the month of January somewhere around the second week. The sales teams will push and push to meet their January objectives usually doing the bulk of the business needed in the final week purely to hit their numbers. This leaves them out of gas and worn out by the first of February and repeats the cycle of getting February off to a slow start.
What has to be done starts now:
- Early month spiffs
- Fast start programs
- Sales contest that pay big on aged units
- Sales contest where salespeople are paid more in the first 10 days of the month
- Aggressive & energetic sales meetings held by owners/GM’s
This is the key to getting launched quickly so you are not depending on the final week of February to make your month.