In its most basic form, a data-driven sales funnel is a visual process that shows how Leads move through the sales process. A quick glance at a dealer's sales funnel should show all of the opportunities in progress to a sale. Seems simple, right? However, in a recent study conducted by Vantage Point Performance and the [...]
Here are the top reasons your dealership sales consultants aren't hitting targets It happens to even the best of sales managers: end of month is fast approaching, and your target isn’t shrinking, but the chances of your team hitting it are. Now is usually the time when sales managers start to pace the showroom, pushing [...]
Training and coaching are two different approaches, yet people often use the words interchangeably—and even worse, they use the tactics interchangeably. To train means to provide your employees with the tools they need to function. To coach is to help them use those tools to achieve maximum effectiveness. In a sense, both are necessary. [...]
In recent times, 'data-driven' has joined the likes of 'innovative' 'customer focused' and 'socially responsible' as one of the most admirable adjectives to describe a company. Every modern, future-facing business is focused on data. It's only with data that decisions can truly be fool-proof, and improvements can truly be made. Therefore, the pressure to use [...]
As we move into 2019, there are three trends forecasted to largely affect dealership operations and the way customers buy cars. The empowered customer The empowered consumer who, largely because of the Internet, enters the dealership informed, serious about buying and knowing the invoice price. A few years back, prospective customers would visit [...]
When choosing a Sales & CRM solution, it’s tempting to go with the crowd and pick big name brands like Salesforce or Microsoft Dynamics. However, very rarely do generic, cross industry sales & CRM systems work for dealerships. We've seen it time and time again. Dealers implement a generic sales & CRM solution, usually with [...]
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As it stands today, you'd be hard pressed to find a customer who looks forward to their dealership experience. Most showrooms have not 'kept up with the times' in terms of service, technology, or even expertise. It's a universal challenge, that even as the functionality and innovation of the cars themselves improve, the experience of buying [...]