A practical, numbers-first plan to hit individual income targets by reverse engineering daily activity. Use this as the coaching script and scoreboard for every salesperson.
Step 1: Understand Motivation
Every salesperson is different. Some are happy making $5,000/month; others aren’t satisfied unless they hit $20,000. Some are working for a home, education, retirement, or a new car. When managers know what drives each associate, they can tie daily activity directly to those goals.
Step 2: Reverse Engineer Success
Example goal: $10,000/month income target.
Assumptions:
• Average commission = $500 per car
• Target income $10,000 ⇒ Goal = 20 cars/month
Activity model to reach 20 cars/month:
• ~40 write‑ups
• ~60 test drives
• ~70 face‑to‑face opportunities
Step 3: Create Opportunities Beyond Showroom Traffic
Average showroom ups ≈ 22/month.
Required for a 20‑car month: 48 additional opportunities must be self‑generated.
How to create them:
• Phone calls & disciplined follow‑ups
• Working internet leads quickly and thoroughly
• Service‑to‑sales conversions
• Referrals & networking
Throughput math: at a 20% appointment‑to‑show rate → ~240 phone conversations per month, or ~12 live conversations per day (assuming ~20 workdays).
Step 4: The Math of 100 Calls (Why it Works)
Objection: “I can’t make 100 calls a day.” Breakdown:
• 1 showroom customer/day ≈ ~3 hours of time
• Leaves ~5–6 hours for calls
• In 30 minutes → ~10 dials (≈9 voicemails + 1 live call)
• That’s ~20 dials/hour
• In 5 hours → ~100 calls/day
• With a 12% connection rate → ~12 live conversations daily → aligns with the ~12/day needed to generate ~20+ car sales per month when combined with showroom traffic.
Quick Targets Summary (for the $10k/month example)
Daily: ~100 dials → ~12 conversations → progress toward 20 cars/month
Weekly (5 days): ~500 dials → ~60 conversations
Monthly (20 days): ~2,000 dials → ~240 conversations → ~70 face‑to‑face → ~60 test drives → ~40 write‑ups → ~20 deliveries
Coach’s Notes
• Scoreboard it daily and month‑to‑date for each rep (dials, live conversations, appts set, shows, write‑ups, deliveries, gross).
• Use tight talk tracks and templates (voicemail, text, email) to improve contact and show rates.
• Inspect what you expect: manager reviews of texts/emails daily; ensure manager TOs are documented in CRM.
