Are you working smart or hard? Number of units VS. Gross!

 If you sell 30 cars at invoice and only make $3000 ($100 mini's)..... Is there too much focus on how many,  other then for how much? I personnaly would rather have 25 out with $2000 of gross each then 50 with $1000 each. You have to work smarter not harder! Are you working smart or hard? Forget the salesperson of the month plaque, I'll buy my own. LOL What way do you know of that are smarter ways of doing business?

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Replies to This Discussion

Permalink Reply by Craig Lockerd on October 4, 2010 at 1:58pm
Interesting question Paul and Glenn posted something similiar as well.I will kind of repaet what I said there on his. A manager of mine a long time ago said "Volume will get you gross"...sell enough and you will "bump into" the big deals....so that being said I want volume and a lot of it...I do not hwoever want to wait on that front door to swing open and closed to get that volume I want to create a network of people working for me to get the amount of traffic I need into my store, sitting at my desk.
Your choise is a hard one to make, sure 25 at 2k/deal seems like less work....but....50 deals at 1k/deal means 25 more potential bird dogs?
Permalink Reply by Paul Hardy on October 4, 2010 at 2:15pm

Hmmmmm Craig. Man I wished I had you as a sales manager years ago. That is a spin on it that I had not realized.That is the long term way of looking at it. I was originaly only thinking of my short term gratification. The more I could of added to my "Base" the more repeat/referals that can be generated.As always thanks for your input!
Craig Lockerd said:
Interesting question Paul and Glenn posted something similiar as well.I will kind of repaet what I said there on his. A manager of mine a long time ago said "Volume will get you gross"...sell enough and you will "bump into" the big deals....so that being said I want volume and a lot of it...I do not hwoever want to wait on that front door to swing open and closed to get that volume I want to create a network of people working for me to get the amount of traffic I need into my store, sitting at my desk.
Your choise is a hard one to make, sure 25 at 2k/deal seems like less work....but....50 deals at 1k/deal means 25 more potential bird dogs?
Permalink Reply by Craig Lockerd on October 4, 2010 at 2:22pm

Well don't get me wrong as a salesperson I want to improve my skills and close at a higher rate and position my deals to obtain higher gross as well....be a perfect world with both, right?
Paul Hardy said:

Hmmmmm Craig. Man I wished I had you as a sales manager years ago. That is a spin on it that I had not realized.That is the long term way of looking at it. I was originaly only thinking of my short term gratification. The more I could of added to my "Base" the more repeat/referals that can be generated.As always thanks for your input!
Craig Lockerd said:
Interesting question Paul and Glenn posted something similiar as well.I will kind of repaet what I said there on his. A manager of mine a long time ago said "Volume will get you gross"...sell enough and you will "bump into" the big deals....so that being said I want volume and a lot of it...I do not hwoever want to wait on that front door to swing open and closed to get that volume I want to create a network of people working for me to get the amount of traffic I need into my store, sitting at my desk.
Your choise is a hard one to make, sure 25 at 2k/deal seems like less work....but....50 deals at 1k/deal means 25 more potential bird dogs?
Permalink Reply by Glenn Wilkins on October 4, 2010 at 2:58pm
Catch 22 in the short term is you have to pay the Bills, so gross is important.....But isnt it true we were brought up in an era when we were taught that "Gross is a Frame of Mind"? Are we too quick to discount and not work our deals correctly? Why not have the Perfect Storm....Volume+Gross= Big $$$$$$$
Permalink Reply by Paul Hardy on October 4, 2010 at 3:08pm
Glenn I guess it would be Gross+Volume+Closing Ratio = $$$ The Trifecta!~

Glenn Wilkins said:
Catch 22 in the short term is you have to pay the Bills, so gross is important.....But isnt it true we were brought up in an era when we were taught that "Gross is a Frame of Mind"? Are we too quick to discount and not work our deals correctly? Why not have the Perfect Storm....Volume+Gross= Big $$$$$$$
Permalink Reply by Craig Lockerd on October 4, 2010 at 3:14pm

I'll take that!
Paul Hardy said:
Glenn I guess it would be Gross+Volume+Closing Ratio = $$$ The Trifecta!~

Glenn Wilkins said:
Catch 22 in the short term is you have to pay the Bills, so gross is important.....But isnt it true we were brought up in an era when we were taught that "Gross is a Frame of Mind"? Are we too quick to discount and not work our deals correctly? Why not have the Perfect Storm....Volume+Gross= Big $$$$$$$
Permalink Reply by Craig Lockerd on October 4, 2010 at 4:57pm

We for sure work that deal to fast and leave tons of money laying around...
Glenn Wilkins said:
Catch 22 in the short term is you have to pay the Bills, so gross is important.....But isnt it true we were brought up in an era when we were taught that "Gross is a Frame of Mind"? Are we too quick to discount and not work our deals correctly? Why not have the Perfect Storm....Volume+Gross= Big $$$$$$$
Permalink Reply by Craig Lockerd on October 4, 2010 at 4:57pm

....Can just training achieve that or is there more that needs to be done?
Craig Lockerd said:

I'll take that!
Paul Hardy said:
Glenn I guess it would be Gross+Volume+Closing Ratio = $$$ The Trifecta!~

Glenn Wilkins said:
Catch 22 in the short term is you have to pay the Bills, so gross is important.....But isnt it true we were brought up in an era when we were taught that "Gross is a Frame of Mind"? Are we too quick to discount and not work our deals correctly? Why not have the Perfect Storm....Volume+Gross= Big $$$$$$$
Permalink Reply by Glenn Wilkins on October 4, 2010 at 5:03pm
Training is a definite MUST, but the Sales Process must be Managed and Controlled. Somebody needs to be Captain of this ship and steer it in the right direction.
Permalink Reply by Craig Lockerd on October 4, 2010 at 5:11pm

.......scary thing...some don't really have a process to manage or control, have you seen much of that?
Glenn Wilkins said:
Training is a definite MUST, but the Sales Process must be Managed and Controlled. Somebody needs to be Captain of this ship and steer it in the right direction.
Permalink Reply by aaron kominsky on October 4, 2010 at 7:46pm
My choice would be the guy who just keeps selling if you hit 30 plus you're bound to get a few home runs however the old adage is A LITTLE PLUS A LITTLE PLUS A LITTLE EQUALS A LOT
Permalink Reply by Craig Lockerd on October 4, 2010 at 8:56pm


...Yep Aaron that the way it seems to work out aaron kominsky said:
My choice would be the guy who just keeps selling if you hit 30 plus you're bound to get a few home runs however the old adage is A LITTLE PLUS A LITTLE PLUS A LITTLE EQUALS A LOT

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