ELEAD1ONE BLOG

Get the latest noteworthy news. Check out our news, opinions, and tips. All in one place.

How do you ensure your dealership sales forecasting efforts aren’t in vain? Most of the time we start by looking at last year’s numbers and increasing those numbers by whatever your desired growth rate is. However, coming up with an accurate sales forecast is not nearly that simple. One of the most effective ways of creating an accurate sales forecast is getting your sales team involved in the process. Review all the meaningful sales figures and data you have, set some realistic goals, and run the numbers. Above all else, provide meaningful guidance and hold everyone accountable.

To learn more about creating accurate sales forecasts and getting the most out of your sales team, read the full article by ELEAD1ONE Partner Bill Wittenmyer on CBT News.

Bill Wittenmyer reveals 5 Tips Managing Dealership Teams

When you’re responsible for managing employees, it’s important not to slip into a habit of managing with emails. Your employees are your team. Imagine if a football coach emailed a game plan to his players instead of reviewing it with them in person. It’s hard to get excited or motivated when you’re simply reading words.

In psychology, it’s generally agreed that 55 percent of communications is body language, and 38 percent is the tone of voice.  Only seven percent of communication lies in the actual words we say.  Emails and text, although incredibly useful for many reasons, are pretty ineffective at conveying emotion, clarifying strategies and for making sure your team members are all on the same page. A single two-sentence email can be interpreted in several ways.

Most managers know this, of course. They hold weekly meetings to discuss numbers, goals and strategies. In addition to the requisite meetings, I recommend a few best practices to help build a strong team bond: Read More

Atlanta, GA – October 23, 2017 – ELEAD1ONE announced today that its inbound call center service delivers a 70 percent appointment set rate for Florida-based Gettel Automotive Group. Of an average 7,200 inbound calls to the group’s 22 stores every month, more than 5,000 total appointments are set. This is significantly higher than the industry average of 30 to 50 percent appointment set rate.

Along with other improvements, the call center has helped drive a 15 percent same store, year-over-year increase in fixed ops gross for the last eight years. Additionally, ELEAD1ONE’s call center agents answer 100 percent of the total inbound calls to Gettel’s service departments, with an average time to answer of just seven seconds. Recent industry research shows that in the average dealership, 25 percent of inbound service callers never connect with a dealership employee, causing dealers to miss service opportunities.

Read More

Service Department Opportunity

We’ve all heard the forecasts: new vehicle sales are slowing, and the latest predictions for 2018 are that sales may drop to 16.7 million vs. an estimated SAAR of 17.1 million this year.

I suppose weakening demand could be interpreted as bad news, but a 2.3 percent drop in sales is hardly going to cause any dealers to tighten their belts. Still, if your business isn’t growing, it’s shrinking, and who wants shrinkage? If you’re not growing and defending market share, someone else is.

The good news is you don’t have to rely on new vehicle sales demand to grow your business. Do me a favor and walk over to your service department. Stand there and listen for a moment. That knocking sound you hear is opportunity. Read More

Better Performing Sales Teams

In my lifetime I have visited hundreds of dealerships. I have seen sales teams that are crushing it and sales teams that are performing dismally. Over time, I have noticed common denominators in both groups. I won’t bother sharing what those are for the latter group because a dismal performance is not something you want to emulate.

However, for the first group — the ones crushing it — the common denominator boils down to empowerment. The most successful dealerships empower their salespeople with these three tactics: Read More