Tag Archives: automotive crm

three people switching CRM

The decision to switch to a new CRM is not one to be taken lightly. On a daily basis, your sales team relies on your CRM for new leads and opportunities, to remind them what needs to be done, guide them through car deals and keep them on track to meet business goals.

Yet, just about every dealer has switched to a new CRM at one point, typically because of a change in management, but sometimes because they want to try the latest shiny new technology.

Whatever your reason for wanting to switch, here are a few tips to guide you through the vendor selection process and help you make a decision you won’t regret. Read More

Fine_Tune_Your_Dealership_CRM

Your CRM is an essential tool for most businesses, sure, but is your dealership using it to its full potential?  Many of today’s dealers we talk to say no. In the May 2018 issue of Dealer Marketing Magazine, ELEAD1ONE’s Bill Wittenmyer leads a discussion on the five ways dealers can fine tune your dealership CRM to maximize its ROI and personalize every customer interaction.

Dealerships who don’t make their CRM a priority often end up amassing a database that becomes an incomplete and irrelevant expenditure. A recent Experian Data Quality study found that inaccurate data results in a 12% average loss of revenue to companies each year.

Establishing a customer-centric culture based on the execution of streamlined CRM processes that align with your business goals ensures clear communications, tracking, and relationship nurturing that lead to the sale.

In addition to your list of best practices that help your sales team maximize this valuable investment, you’ll learn:

  • Brevity isn’t always the best bet – the importance of leaving concise, yet clear notes for follow-up;
  • How to prioritize activities the proactive activities that fill your sales and service team’s pipelines;
  • Effective email campaigns and audience segmenting to deliver the right message at the right time;
  • Why using mobile apps leads to more manageable logging of all opportunities, and
  • Understanding the benefits of sharing data across your dealership group.

Get the full article 5 Techniques to Fine Tune Your Dealership’s CRM to read and share with your dealership team.

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

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Staying on top of the competition calls for a daily assessment of  your used car inventory.  Andrew Cowart, Camp Chevrolet Cadillac General Sales Manager, shares his one solid habit to set the market standard in Spokane, Washington in this Dealer Tip of the Month, first published in April 2017.

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