Five Reasons Salespeople Need Goals

The car sales business is a fast-paced, competitive arena where only the best thrive. Success doesn’t happen by accident—it’s a result of careful planning and intentional action. For car sales professionals, the importance of goal-setting for salespeople cannot be overstated. Setting clear and actionable goals is the foundation of reaching new heights in your career.

What are the benefits of goal-setting in car sales?

Research proves that goal-setting directly correlates with high performance in both business and personal growth. Earl Nightingale captured this truth perfectly: “People with goals succeed because they know where they are going. It’s as simple as that.”

If you’re ready to elevate your career, ask yourself two critical questions:
Do I want to become the best version of myself?
Am I willing to pay the price to achieve extraordinary success?

If your answer is “yes,” let’s explore the five reasons salespeople need goals and how setting them can lead to salesperson success. Tools like the Kintz Sales PlayBook (Sales Planner) and Coaches PlayBook (Managers Planner) will help you every step of the way.

1. Goals Give You a Target to Hit

Dr. Maxwell Maltz, author of Psycho-Cybernetics, explained that humans have a built-in “success mechanism” in their subconscious minds. This mechanism activates when you set clear, specific goals, constantly working to guide you toward solutions and achievements.
Without a target, you’re like a ship without a destination—adrift and aimless.

Using the Kintz Sales PlayBook, you can outline your targets clearly, from daily tasks to long-term career ambitions. This planner provides the structure to help you define, refine, and execute your goals with precision.
This demonstrates why salespeople should set goals and aim high. Among the five reasons salespeople need goals, having a target ensures you’re always moving in the right direction.

Remember, most people fail because they aim too low

2. Benefits of Goal-Setting In Car Sales

In sales, distractions are everywhere—emails, calls, meetings, and day-to-day chaos. Without focus, it’s easy to spend your time being “busy” rather than productive.
Think of a magnifying glass. By focusing sunlight on one spot, it can ignite a fire. Without focus, the same sunlight is scattered and powerless.
The Sales PlayBook allows you to prioritize your time and energy effectively. Each day, it guides you to focus on high-impact activities, such as prospecting, following up with leads, and closing deals.

Managers can use the Coaches PlayBook to align their team’s efforts, ensuring everyone stays laser-focused on dealership goals. These planners act as your “magnifying glass,” channeling energy toward results that matter most.

This clarity underscores the benefits of goal-setting in car sales.

3. Goals Keep You Motivated and Persistent

Selling cars is a rewarding but challenging career. Rejection, obstacles, and setbacks are part of the process. The difference between average salespeople and top performers? Motivation and persistence.

Thomas Edison failed over a thousand times before perfecting the light bulb. What kept him going was his unwavering belief in his goal.
Your motivation comes from your “why.” Why are you in this business? Is it to achieve financial freedom, provide for your family, or reach personal milestones?

The Sales PlayBook helps you keep your “why” front and center. By regularly reviewing your goals and tracking progress, you’ll stay motivated—even during tough times. The Coaches PlayBook empowers managers to inspire their teams by connecting daily actions to long-term dealership success.

4. Goals Help You Prioritize

In sales, decisions abound:
Should you spend time prospecting or closing?
Should you invest in training or focus on existing leads?
Without clarity, you can easily feel overwhelmed. Goals provide the structure to help you decide what’s most important.
For example, if your goal is to sell 20 cars this month, you might prioritize:
Scheduling test drives daily.
Following up with warm leads.
Asking satisfied customers for referrals.

The Sales PlayBook breaks down your quarterly goals into manageable daily and weekly priorities. Managers can use the Coaches PlayBook to help their teams align their actions with dealership-wide objectives, ensuring everyone is rowing in the same direction.

5. Goals Create a Roadmap to Success

Big accomplishments start with clear plans. Goals need to be broken into smaller, actionable steps that provide measurable feedback.
For example:

Long-term goal: Sell 200 cars this year.
Quarterly goal: Sell 50 cars in the next three months.
Monthly goal: Sell 16–17 cars this month.
Weekly goal: Close 4–5 deals this week.
Daily goal: Schedule at least three test drives today.

The Sales PlayBook serves as your roadmap, allowing you to track these milestones with precision. Managers using the Coaches PlayBook can ensure their team stays on course, providing guidance and adjustments when necessary.

As Brian Tracy says, “By the yard it’s hard, but inch by inch it’s a cinch.” These tools help you make incremental progress, keep momentum, and navigate challenges.

Importance of Goal-Setting For Salespeople

Sales isn’t just a job—it’s a craft. The most successful car salespeople aren’t lucky; they’re intentional. They set goals to guide their actions, motivate their efforts, and measure their progress.
By committing to goal-setting, you’ll:

– Stay laser-focused on activities that drive results.
– Overcome obstacles with persistence and resilience.
– Build a roadmap that leads to long-term success.

Take Action Today

Don’t leave your success to chance. Here’s how to get started:

-Spend 30 minutes writing down your career goals. Dream big and think long-term.
-Break those goals into actionable steps using your Sales PlayBook or Coaches PlayBook.
-Commit to reviewing your goals daily and tracking your progress.

The car sales business rewards those who are focused, driven, and strategic. Tools like the Sales PlayBook and Coaches PlayBook are designed to help you stay organized, motivated, and on track.
Remember, success in sales isn’t just about moving vehicles off the lot. It’s about becoming the best version of yourself—and goal-setting is where that transformation begins.

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