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.