I wonder just how many businesses are currently operating under the misapprehension that their sales strategy is the same as their greater business strategy. You could take that one step further and assess of those sales strategies, how many were engineered solely with CPIX and revenue growth requirements in mind only. This is a classic mistake of many established businesses – we take last years’ performance (financial) and add 10% without really investigating what the true market opportunity is, or what our competitive advantage is, or indeed are we on track towards our vision? It’s clear: Your sales plan ≠ your business strategy.
Automotive dealerships wanting to make a real and sustainable change to their business and profit need to start with the basics. For Dealer Principals, that means looking at themselves first. Paul’s Top Tips for DP’s Question everything Keep asking “Why”. Why do we do this in a particular way? What is the benefit? What if we tried something different? What are the issues holding us back from making these changes? Very often, it’s simply because “That’s the way we’ve always done it” The right people in the right place Help your team members to find their niche. Every person in the