Tag Archives: automotive crm

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

 
 
Sales Manager Superstitions

Back in 1998, while I was selling cars at a small Chevrolet dealership in Georgia, we had a daily ritual known as a lot party. This “party” consisted of completely rearranging the lot by moving different types of vehicles to the front line to draw the attention of potential customers. After the cars were moved and lined up precisely, the process of blowing up exactly 99 red balloons began. I’m not really sure why the number had to be exactly 99, other than the fact that our sales manager was a big fan of the 80’s song, “99 Red Balloons,” by the band Nena. Once the balloons were ready, the salespeople gathered 10 to 15 each and began attaching them to the cars on the lot. I don’t know if this garnered any additional business, but my manager insisted this routine be done every day.

The car business, like baseball, is full of these type superstitions. Read More

Better ROI

Being able to capture a lead and track from start to finish provides a clearer picture of the quality of the lead and the quality of the interactions of your sales team. And a good CRM helps dealers measure the benchmarks or activities important to them, such as prospect logging, lead response time, appointment set to shown ratio and most importantly, appointment shown to sold ratio. Read More

Car Dealer Tip of the Month - Aug

Training, Accountability, and Consequences

Even the most experienced salesperson or service advisor needs a 15-minute business tune-up now and then.

I recently tweeted about another company’s salesperson that didn’t know how to calculate forecast and pace — one of the key indicators of the success of a dealership’s sales team. Read More