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With the 20-Groups around the corner, and "The Brutal Facts" about to be shared with the rest of the group, how do you think you will do? Well if your consistently practicing the Fundamentals everyday and have a pay plan in place that rewards what you want repeated you should land on the Left Side of the page!
However as I have traveled across the country all I hear is what can we do to "Look Good" at my 20-Group? We have all the training, good people, what's left? The "Brutal Facts are you must discipline yourself everyday to do what the dealers on the "Right Side" of the page won't do!
I have reviewed numerous Pay and Incentive plans and most are marginal at best. If you want to get your Service Advisors and Technicians to focus everyday on your sales goals reward them everyday for what you want repeated. There are a number of incentive programs like, Pull Boards, Dice Rolls, Scratch Off Boards and so on.
What I have found to get the most out of your Incentive Plan is to pay them cash every morning for yesterdays performance. Here's how it works. We have a "Performance Board" installed in the shop where everyone meets (before the service dept. is open) to discuss yesterdays performance and any concerns that need to be addressed.
Then we close the meeting with a "Dice Roll" and everyone who participated in the program rolls the dice and is paid cash on the spot! Basically it's instant gratification!!! If your Incentive program rewards them once a month, every two weeks, once a week, the program becomes stagnant and will not achieve the desired results!
If you would like to make the next five days the best five days send us your incentive program guyacg@aol.com and I will assist you in making it productive. If you want a copy of ACG's just click on the link and we will e-mail it to you.
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