The Mastery Council system is all about peak performance.
This is combined with management, accountability and leadership principles that are stress-tested and progressive enough for today’s fast paced environments.
The history of the Mastery Council system starts in the martial sciences. Today’s sales climate is a professional battlefield to say the least. If you can take a theory and somehow alter it, test it in the ring and it sticks then you know you have a winner.
At first glance combining these two subjects may seem odd however once you look at the Mastery Council system you will have renewed perspective on the subject of performance.
The World of BDCs
A BDC can get expensive in a hurry. The only way it makes monetary sense is if the people in it are armed with the right tools. Here are our the numbers. 80-95% Internet leads to contacts, 96% set rate and 75 to 85% show rate. Yes that’s real… From here it’s all up the the client.
The Management By Percentages System
The “Management by Percentages TM” system’s primary purpose is to draw attention to the areas of the online sales process that are the most critical for the ongoing development and success of the Brickell Motors eBDC and is for use by members of the Mastery Council TM only. In most dealerships, actual percentages between one stage of the e-sale and the next are either not tracked efficiently or the data must be mined and refined in order for accurate reporting to occur.
This can lead to sales training that is the result of incorrect targeting as well as the condition of unknowingness. In short, the Management by Percentages TM system places the information that is most critical right in front of us at all times as opposed to looking at it as a sub-product. This allows us to work with the information in a tangible fashion. All the information required to make any correct assessments can be acquired by making a simple sweep of the BDC area. The speed in which we are able to make correct assessments, formulate correct changes and correctly target training, alone determines the power of each eBDC. With this in mind the Management by Percentages TM system will be a invaluable asset to our mission to continually be the best in the industry.
The Management by Percentages TM system is much like the cockpit of an airplane; it gives us an “Instant Statistic”. It enables us to target the exact current condition of existence of both the individual eBDC sales person and the department as a whole. In addition, it gives us a “Heads Up” display of the current condition of existence in all areas of the sales cycle, then plots that condition against an earlier condition, which indicates a trend. The benefit to this style of system is that it allows us to make instant corrections to an eBDC sales person’s current course by allowing us to instantly identify training opportunities.
