Car Rental Q&A: How Can I Establish a Monthly Goal-Setting Process for my Sales Team?

Q: How Can I Establish a Monthly Goal-Setting Process for my Sales Team?

Matthew Holowinski   president, Greenberg Rent A Camper, Clermont, Fla.

A: Establishing a monthly goal-setting process is an important part of a healthy service-based sales culture. The most effective operators use consistent goal settings as a creative way to coach and engage their sales and service staff.

Goal setting is most effective if it takes place among the office’s sales manager and sales representatives. Setting goals for each sales representative will take about 15 to 20 minutes. It is important to have a copy of the company’s incentive plan, the previous year’s sales performance and a report with the sales rep’s last three months of performance. 

Next establish a set week in the month for the goal-setting meeting to take place. If the goal setting is completed between the 25th and 30th of each month, it will allow your team members to mentally reset their focus for the next month and bring closure to the month that is wrapping up.

When goal setting is done slightly before the month end, it will accommodate the rentals that are checking in for the new month.

Additionally, consider setting up brief one-on-one follow-up sessions with each team member around the 15th of each month. This can help your sales team stay focused and provide some time to discuss mid-month trends.
 
During the meeting, review incremental sales yield, individual product conversion, total transactions and walk-ups — most sales representatives have access to these stats and understand how their actions play into their performance. Throughout the review of each performance area, discuss how the sales rep is currently presenting the message versus how he or she should present the message.

Using the performance metric of conversion allows the sales manager to encourage his or her team to obtain additional sales outside their comfort zone — by simply coaching the team to achieve a few more sales out of 100. For example, asking sales reps to increase from a 20% conversion to 25% conversion may seem daunting at first, but it is asking them to sell just five more rentals out of 100.

In a given month with an estimated 400 rentals, it means that they would need an additional 20 new sales per month, or roughly one additional sale per day.

To keep your team focused on the balance between sales and service, balance your team’s sales stats with customer experience goals and their corresponding measurement.

CONTINUED:  Car Rental Q&A: How Can I Establish a Monthly Goal-Setting Process for my Sales Team?
« Previous  |  1  2  |  Next »

Comment On This Story

Name:  
Email:  
Comment: (Max. 10000 characters)  
Please leave blank:
* Please note that every comment is moderated.

Newsletter: Sign up to receive latest news, articles, and much more.

Read the latest

Auto Focus Blog: A blog covering fleets, auto rental and the business of cars

Autonomous Vehicles and the Changing Role of the Fleet Manager

With fewer drivers and substantially longer fleet lifecycles, fleet managers will pivot to new job functions.

2017: Fleet Mix Will Be Paramount

Car rental companies are migrating to vehicle segments with better residual values, though not without bumps in the road.

Auto Rental Summit: Five Trend Lines

Taking in the seminars, discussions, and networking at the 2016 Auto Rental Summit, trend lines emerged around shifts in model mix, data protection issues, increasing labor costs, workforce engagement, and new platforms to rent cars.

Job Finder: Access Top Talent. Fill Key Positions.