Goal Setup
 
When you set this up you will receive a weekly auto printed goal sheet displaying who has hit their goal for the week and who needs assistance.  This program will bring your monthly goals to life and help you become a better manager.  We also have a brilliant spiff contest that is guaranteed to create fun competition on your sales floor and make everyone more money.  After all that is what made this country great.
 

 
MONTHLY GOALS                                                                                                                     

 
First select Goal Dates and change from 5 year to One Month.  Explain to the customer that they can select five year if they use the four four five accounting method where each quarter is set up as four weeks four weeks then five weeks...  This makes is so that each month is the same every year and has many advantages.  The problem is that most dealers do their payroll on a monthly basis.  This is why the monthly plan is the best. 
 
The key is to set up the months properly. 
January 31 Days
February 28 Days
March 31 Days
April 30 Days
May 31 Days
June 30 Days
July 31 Days
August 31 Days
September 30 Days
October 31 Days
November30 Days
December 31 Days
 
Cool Trick to easily know the number of days in the month.  Close your hand (making a fist) touch your first knuckle on top of your hand and this is January (31 days) the space between the first knuckle and second is February and it is less than 31 days.  The second knuckle is 31 days the next space between the knuckle (April) is 30 days and so on.  High is 31 days and all others are 30 days.  You must skip from the fourth knuckle to the first knuckle again when going from July to August.  And now you know how many days in any month without a calendar.
 
When you are setting up the Monthly Goal Dates you must set up the first three weeks with seven days and the fourth week has either nine or ten days.  (never use the fifth week)  So in other words the fourth week will always have extra days but this is much better than having a fifth week with 2 or three days.
 
The calendar always starts on the first of the month and the last week always has extra days unless it is February.
 
Goal Dates Maintenance for Sample Company
Month : Year : Showroom :        
                
           Week 1 :            Begin :   End :  
           Week 2 :            Begin :   End :  
           Week 3 :            Begin :   End :  
           Week 4 :            Begin :   End :  
           Week 5 :            Begin :   End :  
 
 
It is very important to get this next part right.  Because you have extra days in the last week of the month, you must add those extra days into the last week. 
TRAX allows you to be very creative with your goal setting because you have the flexibility to insure that everyone carries their fair share and you also can reward and recognize your top performers by increasing the personal goal percentage to challenge the superstars in your organization.
 
 
 
It is important that you do not jack your superstars weekly goals for one simple reason.
 
  1. Determine your goal for the month
  2. Lets say your goal for the month is $450,000 and you have 10 sales associates, goal $45,000 for the month each.  Divide your total showroom goal by the number of salespeople.
  3. Divide the goal for the month by the number of  days in the month.  (Make it simple and do not factor days off, we all take them, and it evens out.)  So divide by 31 for example in May.  In this example $45,000 divided by 31 days equals 1452 per day.  (always round up).
  4. To calculate the first three weeks multiply seven days by $1452 = $10164 per week
  5. The fourth week in this example has 10 days, obviously because you do not want a two or three day week.  (Thank you Joe Capillo)  So multiply $1452 by 10 = $14520
  6. To calculate your minimum deduct 25% from the goal.  Please note that many dealers will calculate their goals by increasing their sales goal to 10% over last years numbers and then they set their minimums at last years goal.  This is a mistake in my opinion because you do not see the opportunities to assist your sales people when they need your help the most.  If you set your minimum only 10% below your goal then the sales associates who are 11% below goal will have the same below minimum symbol that the salespeople who are 50% below goal have.  This is why you need a bigger margin and we encourage you to take our advice at least for the first 60 days.
 
 
Employee Goals for .Sample Company Multiple Locations
  Month : Year : Showroom :      Showroom Annual Goal ($) :         
STORE GOAL FOR ALL EMPLOYEES
    STORE GOAL MINIMUM AMOUNT
  Personal Goal % Week 1Week 2Week 3Week 4Week 5Month Week 1Week 2Week 3Week 4Week 5Month
   

 

STORE GOALMINIMUM AMOUNT

  Employee   Personal Goal % Week 1 Week 2 Week 3 Week 4 Week 5 Month   Week 1 Week 2 Week 3 Week 4 Week 5 Month  
Edit Natalie   10.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Nicole   25.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Taylor   65.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Erin   25.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Michael   40.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Trixie   25.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Christine   25.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Sparky   80.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Una   25.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete
Edit Dave   25.00 10164.00 10164.00 10164.00 14520.00 0 45012.00   7623.00 7623.00 7623.00 10890.00 0 33759.00 Delete

 

 

Subject:  Setup of your traffic counter system.  For dealers with only the traffic counter...

It looks like the counter system is providing data.  Have you seen it lately?  I also want to explain how the Revenue Per Up Report works and how this new report will provide you some excellent management information. 

Revenue Per Up “RPU” is the sales volume represented by every opportunity that comes into a store.  Currently the only management information you possess are total sales volume and average sale amount.  This report will also provide you the Conversion/Closing ratio and your RPU.  The RPU is calculated by dividing the total number of opportunities by the total sales volume for the day.

This Number is by far the best kept secret in retail.  It is very powerful because it provides you the true level of customer service you are currently providing and most importantly will give you a true and accurate value of the potential business that each store is capable of. 

There are only two ways to improve this number.  #1.  Increase the average ticket size or…#2. Increase the Conversion/Closing ratio. 

The reason this is so important is…For Example:

You have two locations that are virtually identical, same number of salespeople, same type demographics, same consistent sales volume and same average sale.  You might discover that one location has a 50% higher RPU than its sister store.  If this occurs the fireworks should go off and sirens should sound because if you can identify what the difference is, you have an excellent chance (with good management) to increase the overall sales performance at this location by 50% because the only logical difference is that your conversion ratio is 50% lower than the higher store and possibly you are receiving 50% more traffic and could be understaffed.  The bottom line is that if this example were true, you would discover that you had a great opportunity to dramatically improve sales in your company and not increase any other costs (like advertising) in the process.

#1.  Please go to www.etraxsales.com and select your company (Dealer Name) enter your user name and password.  If you do not have these please email dave@traxsales.com or support@traxsales.com  and we will send them to you.  Once you have entered the system you are the TRAX administrator and should reset all passwords and user names.  Go To <ADMINISTRATION> the select <Security> then simply delete the passwords we have set for you and recreate the new ones that you desire.

#2.  Go to <SHOWROOM> and insure that every space is properly filled out and that all phone numbers and most importantly your email address is listed.  This will insure that if the traffic counter has stopped for one day that you and our support team receive email notification if there is a system, PC or internet failure.  It is important that you insure the box below called TC “Traffic Counter” Failure Notification is selected.  Do not select VP Notification unless you invested in the Visual Proof Camera System.

#3.  Go to the top right link on www.eTRAXsales.com called <TRAFFIC TRAX REPORTS> then select the fifth item on this drop down called <Revenue Per Up>  Select the showroom you want.  Make sure you select the showroom name then select EDIT in front of the day on top.  This new box allows you to enter the daily sales volume (this should not take more than a couple seconds) and is worth it’s time in gold.  If you select monthly this report really comes to life and is very easy to work with for each showroom.

Please call me immediately if you have any questions about these instructions or any other issue regarding TRAX.  We are standing by and look forward to providing you the tools to help you with the management of your business.

Our only goal is to assist you in improving performance standards, helping you identify staffing issues and breaking your sales records continually.

Please call my private cell phone number any time for any reason at 713 854-7706.

Warmest regards,

Dave