The Playbook
Not promises — mechanics. Below are working samples of the boards, standards, and scripts I bring to a store. All figures are illustrative dummy data; the systems are real and get rebuilt around your store's numbers.
01 — Daily Activity
Pulled automatically from the CRM every night — no self-reporting, no whiteboard debates. Every save-the-deal conversation starts from the same numbers.
| Rep | Calls | Appts Set | Confirmed | Shows | Writes | Delivered |
|---|---|---|---|---|---|---|
| M. Rivera | 42 | 4 | 3 | 2 | 2 | 1 |
| T. Chen | 38 | 3 | 3 | 3 | 2 | 2 |
| D. Okafor | 51 | 5 | 4 | 3 | 2 | 1 |
| S. Patel | 35 | 3 | 2 | 2 | 1 | 1 |
| A. Brooks | 44 | 4 | 3 | 2 | 2 | 2 |
| TEAM | 210 | 19 | 15 | 12 | 9 | 7 |
Built in Power BI / SQL against the CRM and DMS. Variance vs. daily target flags automatically — green, yellow, red — before the morning meeting.
02 — The Saturday Standard
Saturdays are won on Thursday and Friday. Minimum two confirmed appointments per salesperson — and confirmed means reconfirmed by Friday 6 PM, on the board, with a text thread or a voice confirmation behind it.
| Rep | Sat Appts Set | Confirmed by Fri 6PM | Status |
|---|---|---|---|
| M. Rivera | 3 | 3 | ✓ Cleared |
| T. Chen | 2 | 2 | ✓ Cleared |
| D. Okafor | 4 | 3 | ✓ Cleared |
| S. Patel | 2 | 1 | ⚠ Friday-night plan w/ manager |
| A. Brooks | 3 | 2 | ✓ Cleared |
A miss isn't a write-up on day one — it's a Friday-night coaching session: pull the call list, work the pipeline together, set the appointments. The standard holds because the help is real.
03 — Goal Cascade
Goals only work when the math connects the month to the morning. Here's a sample cascade for a 120-unit store with 10 salespeople, using illustrative conversion averages:
| Level | Target | The Math |
|---|---|---|
| Store / month | 120 units | Set with the desk from trend + factory objectives |
| Store / week | 30 units | 120 ÷ 4 — pace checked daily, not on the 25th |
| Rep / month | 12 units | 120 ÷ 10 reps |
| Writes needed | ~15 | 12 ÷ 80% write-to-deliver |
| Shows needed | ~23 | 15 ÷ 65% show-to-write |
| Confirmed appts | ~33 | 23 ÷ 70% appt-to-show |
| Daily activity | ~10 quality calls | Backed out of the month, per rep, per day |
Each store's real averages replace these samples in week one — then the cascade recalculates itself monthly. Reps see exactly what today has to look like for the month to happen.
04 — Incentives
Structures are built inside your store's existing comp plan — these are illustrative shapes, not dollar promises.
05 — Word Tracks
"Hi Sarah, it's Marcus at the dealership — I've got you locked in for tomorrow at 10:30 with the Explorer pulled up front and ready. I'll have my manager block that time for you personally. Is 10:30 still best, or does 11 work better? Perfect — I'll text you my card and the address right now, and I'll see you at 10:30."
"Congratulations — the hard part's done. Before we finalize your paperwork, I go over the same protection menu with every customer, because my job is to make sure you leave here protected, not just approved. Take a look at all four options with me — then you pick what fits your family and your budget, and we'll finish up."
Tracks get tailored to your store's brand and products — then trained, role-played, and held to. Consistency is what makes them measurable.
06 — Funding & Compliance Standard
Want this in your store?
Call or text — bring your pain points, I'll bring the systems.
609-480-6826