June '16

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28 • RV PRO • JUNE 2016 rv-pro.com • Subletting used reconditioning tends to net the enterprise less profit than using in-house resources. Follow processes and require others to do so as well. Adherence to process is perhaps the manager's No. 1 duty, but it requires courage that not all have. Account- ability is the key. You should develop key performance indicators (KPI) of important metrics. Some examples of KPIs include: • Volume: sales, traffic, etc. • Gross • Process compliance. This includes interview percentage and closing percentage. It bears mentioning that good metrics are specific and provide training/ coaching opportunities. Be sure to develop activity- based work plans linked to the KPIs. FIGURE 1 Time Budgeting Tool for Managers Time Spent on Priorities Total (Date) 5/1 5/2 5/3 5/4 Create a shared weekly 0.3 0.1 0 0.2 (blank) calendar for all managers Recruit, select and train 0.8 0.3 0.1 0.4 (blank) Salespeople; goal divided by 10 Review all unsold 0.7 0.2 0.3 0.2 (blank) prospects from the prior day Monitor the efficiency 0.2 0.1 0 0.1 (blank) of Internet leads and sales calls Ensure discovery and 0.2 0.1 0 0.1 (blank) Manager "hi's" on 90 percent of all customers Weekly one-on-ones 1.6 0.8 0 0.8 (blank) with each direct report Daily Total 3.8 1.6 0.4 1.8 0

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