Numbers Don’t Lie, or Do They?

Data, Statistics, Numbers or whatever you want to call them, they are critical to your sales success. Numbers can tell you where you have been, where you are at, why you are there, and even tell you where you are going to end up with extreme accuracy.

Most importantly these numbers don’t lie, or do they?

If the numbers say that it takes you talking to ten customers to sell a car, then you are going to need to get in front of ten more customers to sell your next car, correct?

I would answer, Yes and No. Let’s look at why I would say ‘No’ first. You are dealing with a huge unknown variable, people. People are unique and unpredictable. The customer is not going to ask you if, it is statistically your turn to sell a vehicle. Because of this fact, you may sell the very next customer you encounter.

So why would I say ‘Yes’ you need to talk to ten customers if there is a chance that you could sell the next customer? Simply put, I believe that number don’t lie because I believe in predictive analytics.

Predictive analytics is the use of statistics to determine future performance based on current and historical data.

Simply put, if you analyze where you were and then where you are at, you will know where you are going to end up.

Don’t believe this is true, go ask the Oakland A’s. Well, you probably can’t actually ask the team, however you can watch the movie Moneyball. This 2011 film is an account of the Oakland Athletics baseball team’s 2002 season and their general manager Billy Beane’s use of predictive analytics to determine what players were available at a good value but statistically could help the team succeed. Billy Beane’s advanced mathematical approach to building a team has forever changed the game of baseball.

Using a similar approach to sales, you can accurately predict what it will take for you to sell ANY number of cars that you want. That’s right simply based upon numbers, you can sell ANY number of cars!

5 Steps to Sell ANY Number of Cars:

Step 1: Understand exactly what data you need to measure and monitor.

• Opportunities – Walk-in, Phone, Internet, Repeat, Referral, and Be-Backs
• Actions Taken – Calls, Texts, Emails, Snail Mail, and Business Cards
• Steps Taken in the Sales Process – In Showroom, Customer Profiles, Presentations, Demonstrations, and Investment Proposals

Step 2: Identify your historical data in each of these categories.

• Gather the information for each of the above data points for Last Month.
• Calculate the average of each data point for the Previous 90 Days.
• Identify Seasonality, Holidays, and/or events that may skew this data.

Step 3: Use this historical data to identify what opportunities, actions and process steps are needed to sell your desired outcome of cars.

• Use the math from both previous month and 90-day averages to identify what the total number of opportunities, actions and process steps needed to achieve your goal.
• Break this down by sub-categories, such as: Number of Walk-ins plus the number of Phone Calls, etc. equal the total number of opportunities needed.

Step 4: Break down the totals down to determine what is needed to be accomplished each day to achieve you goal.

• Divide each sub-category by the number of working days you are scheduled.
• This will tell you what you NEED to accomplish each day you work in order to achieve your goal.

Step 5: Commit to accomplishing your daily requirements every day!

• Everything worthwhile requires work and your goals are no different. You MUST commit to accomplishing your needed per day, every day, and not give up!

Step 6: Measure and monitor your data EVERY DAY to ensure you are on track.

#1 Rule: Never Lower Your Target, Always Increase Your Actions!