| 2007 YTD Gross Sales: $1,782,709.00 / UNITS: 078 |
| 2006 YTD Gross Sales: $1,636,974.00 / UNITS: 076 |
| 2008 YTD Gross Sales: $1,780,042.00 / UNITS: 088 |
| 2009 YTD Gross Sales: $1,736,345.00 / UNITS: 075 |
| Anybody in sales knows about projecting & forecasting. In order to hit a mark, you have to have a mark to hit. It is not an exact science and it does not work 100% but the numbers are never wrong. However it is a must for guys like me who start each month at "0". We need projections to keep us motivated & on track. A manager gave me this formula a couple of decades ago and in theory it always works. |
| Let's say my monthly nut aka income requirement is (X) Take (X) divided by my average commission. For this example we say the average commission is (Y). X / Y = Z. (Z) is the number of cars I need to sell in a given month to acquire (X). How do I do that? One car a time of course but for this application the answer would be... Divide (Z) by my average closing ratio which I know from previous performance to be 28% The national average is 25% Simply put... I determine that by dividing my total sales by my total ups aka customers aka presentations. (Z) cars I need to sell divided 28% close = # of ups aka customers I need to get in front of & talk cars with to even have a shot and busting my nut. No pun intended. If a month has 22 selling day, I need to average X amount of people per day. To get there; I need to contact by phone, email, direct mail, or incidental contact a certain number of people per day. Less if they are pre-qualified leads. In theory it looks simple. In real life it is a challenge & a half especially in a funky economic climate. |
| 2010 YTD Gross Sales: $1,167,323.00 / UNITS: 092 |
| SALES STATS |
| 2011 YTD Gross Sales: $1,873,828.00 / UNITS: 111 |
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| 2012 YTD Gross Sales: $0,098,219.00 / UNITS: 006 |