Pick a number and live it every day, with every deal. The target could be a volume number, gross number or both. Sure, you will have other targets such as CSI or occasional targets set by the manufacturer for incentive purposes, but I’m talking about a number that simplifies your expectations and your agreement with all on the team.

You may very well be thinking, we already do this. Let me share what the difference is. Say that your volume number is 100 new vehicles and 100 pre-owned vehicles. No longer will it be a "hope" number, an aspiration, or a something you expect all to simply work hard and long hours to achieve.

People's actions and attitudes affect others on the team. It’s about responsibility and accountability.

Things that once may have been tolerated or fell into the "let it slide for now” category, well, not anymore.

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