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GOALSWhat is a Goal?“Goals” are the ultimate end a business seeks. Setting goals is the starting point of a good planning process. You must have a target before you can shoot. You need a destination before you can take a trip. Basically, goals are your future expectations and desires.Where do you want your department to be a year from now?What do you want to achieve? Do any areas of your operation need improvement?*******But Business Goals are not a “Wish List”The goals should be aggressive, but achievable.The results must be measurable. If you cannot measure the results, it is not a goal. Or you are working on the wrong end of the problem.They must be achievable individually AND simultaneously. One department’s goals cannot conflict with another’s.*******Your Goals should be screened as you go through the final planning process. You should test your Goals as you go, to make sure they are the “right” goals.Screens:Market Survey & EvaluationSales ForecastStandardsResources (Capital, People, Facilities)A detailed Budget ForecastIf you find that your goals don’t pass the screens, they should be modified. They may change several times as you go.What Type Of Goals Should I Set?Your Business Plan should have Branch Goals and individual department goals for every department.At a minimum, your plan should include Goals in the following areas:Growth in Sales and Profits: (customer satisfaction, maintenance accounts, percent of increase, etc.)Priority areas of operational improvement: (D.S.O., absorption rates, Asset Mgmt., sales per man, turns, margins, etc.)Marketing Plan (penetration of target accounts, growing business in a certain territory or area, penetration)Facilities and Image (housekeeping, upgrading, expansion, new store, etc.)Staffing and People (hiring, training, people development)Market ShareYour branch may be performing satisfactorily in many areas. Deciding where management members need to focus attention should heavily influence the goal priorities. Put your efforts into the areas that need attention. Goal setting provides an excellent opportunity for the members of the team to sit down as a group and contribute their individual thoughts. Valuable insights will be added to the process and everyone’s involvement will help in achieving acceptance of the goals. It is VITALLY IMPORTANT that everyone on the team “Buys In” to the goals. Helping someone decide on proper Goals are fine. But you cannot “Cram Down” a Goal.Usually, there will be a lot of discussion up and down the chain about the goals. Because they are so important, there may be some changes, or some re-thinking about the goals.The Branch Manager HAS to have the involvement of the department heads on the department goals. The Branch Mgr. has to like them and so does the Department head.If you don’t believe the goal is correct or achievable, you need to speak up. Otherwise, we will be wasting a lot of effort. U&A on the goals a MUST.************************************************************* “SO THAT”You should state the benefit of the goal. If there is no stated benefit, why should you try and achieve it? Why bother? Can we measure the benefit? What did it do for us?Your Goals should have a “So That.”2018 Business Plan Goals New Truck Sales Department Train and develop aggressive sales people to ensure that established customers are being contacted while continuing to prospect for new customers; so that we achieve a more loyal customer base within our core business A.O.R. Aggressively pursue every truck purchase that each sales person has identified as a target account; so that we break into the key customers in assigned A.O.R.Work and establish better relationships with customers in the A.O.R.; so that we are aware of our local customers’ total needs (Sell the House)Utilize the 2018 Customer Summary Report and Monthly Reviews; so that we can better evaluate the sales effort, and ensure that customers are being contacted on a regular basisAchieve our 2018 Business Plan goals and forecast2018 Business Plan Goals Line Shop Make housekeeping top priority, so that we present a professional image and establish ourselves as the place in our market to work and do businessGrow current level of sales per month of $110K to $150K by Q2 by attaining new business while working with OSS force to add new business; so that we become known as the place to do business in our market Recruit, hire, and train 1 additional tech by Q1 and 2 additional by Q2 to bring our total to 10; so that we achieve our 2017 Business Plan goals and forecastExtend hours of operation to midnight M-F and Open full shift on Saturday; so that we better serve our customer base and increase salesIncrease master techs on staff by 2Grow sales and reduce expenses; so that we obtain a 30% net-to-gross minimum starting 4/1/16Maintain 88% Productivity and 90% Efficiency; so that we maximize profit and increase our sales per tech to within industry standards ($15,800) ................
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