General Managers: YOU, and I mean YOU, are being skated out of dozens (or more) of sales every month by your sales staff, sales that you spend advertising money to get. Essentially, you could feel that you are skating yourself. After all, they work for YOU.

Well, guess what: With no more money spent, if you change your sales process you’ll more than double your opportunities to sell vehicles. Yep.

How do you do that? First think on how big the problem is: The average store may log only forty percent of their showroom traffic. That 40% means if you logged 400 people in your CRM last month, you missed 600.

Yes, you missed 600 customers who came to buy a car from you. 600 customers who know where you are and drove over to see you, and were likely also driving the trade you missed getting.

And you had no idea they even showed up. You know this happens.

How many sales could you get with 600 more customers a month? Where are they going??

Hand your sales staff sweepers: Because they are brooming these opportunities, and your larger success, right out the door every month.

So, get control of it. Now.

Change your sales process to REQUIRE that ever customer be logged in the CRM. So you can actually TELL how many unsolds you really have.

By the way, NOBODY, from the greenest salesperson to your oldest sales manager, really wants to log those unsolds very often. Why? Because they don’t want to EXPLAIN that real number to you. Or to the owner. Low closing ratios sound bad—better to focus on the SALES made and not the sales LOST.

And therefore, General Manager, much of your team just lets YOU get skated every month of sales YOU could have on your books.

How do you change your process? First, get’em by the paycheck and their hearts and minds will follow. PUT SHOWROM TRAFFIC LOGGING INTO YOUR MANAGEMENT’S PAY PLAN. And then offer a $1 bonus to the salespeople for every verified logged customer. And then LEAN ON THE STAFF TOP TO BOTTOM as only you know how to do.

And remove their “CRM Excuses”, too. Hard to use. Gets in the way. Salespeople don’t like it. Customers get a bad experience from it.

Okay. If all that’s true about your current CRM, then get a CRM that doesn’t DO that.  Just be very careful that you aren’t letting them create the “Change the CRM!” excuse. First, to be sure, just change your process. TODAY.

And go get the 60% opportunities back that are being skated from you right now.

This month. You want that success, right?

YES.

Keith Shetterly, Consultant
281-229-5887 cell/text

keithshetterly@gmail.com