Get Your “CRM 5-Finger Sales Kung Fu Punch” for GMs right HERE!
General Managers: Most of you don’t use your CRM to help manage your sales floor because you didn’t use one when you sold cars. You know that you have your ways, and they work how they work, but if I told you that you can make more money, save time, and have higher CSI by learning just FIVE easy things about your CRM–about ANY CRM you have–would you take that education? I hope so, because it’s very simple.
Here comes your sales-making “5-Finger Death Punch” Kung Fu:
1) Make more gross by learning how easy it is in a CRM for all managers see what sales people and customers are doing on your showroom floor. And be able to take important gross-saving action early. Here’s an experiment: Pick out three names from the CRM log, then go on surprise inspection to your tower. You’ll find deals working with probably twice that number of prospects. And you’ll find salespeople talking to folks not even logged as UPs! Instead, work to get them all logged, and you can get the bebacks, service, and sales you need this month. And every month. (Salespeople won’t log customers? They sure will when you make it a “pay plan penalty” if they DON’T. Ask me about it at eMail The Bull!)
2) Make more sales by reading just TWO reports from your Internet Department: a) the one that is called something like “lead performance” report, and see what Autotrader, Cars.com, CarGurus, etc. are really doing for you. And spend more money on those sources that make you more sales and less on those that don’t. For fun: You want to make your eCommerce Director/Internet Manager sweat? Understand just this report; and b) the one that is called something like “Internet Salesperson Performance”. Look at the last three months. Who is up, who is down—who is costing you money and who is making you money. And adjust staff to make the most money. Make your eCommerce Director or Internet Manager defend their staff. You make everybody else do that, right?
3) Save time by looking at all this remotely. Even on your phone! You can keep the tower producing by looking at your Showroom from wherever you are, then making calls to your store to check on things. Take control even when you’re not AT the dealership! For example, you can be at lunch and check on sales results. You save time, and you can spend it getting the rest of the dealership tightened up and producing more sales.
4) Save money by making your sales managers learn more about the CRM than you do, rather than just throwing money at “instant results” advertising or event sales that they suggest. You don’t need more than these items, but they need lots more. Their salespeople, like troops, go where they are led. Well, now that you are leading on CRM, you can delegate to save time and up sales production.
5) Improve your CSI by getting the CRM into your sales process WHERE IT MAKES SENSE. If you don’t know your process, or you can’t control it today, the CRM won’t teach it to you. However, if you use your CRM where it makes sense to apply controls that it has, the buyers will have a faster and smoother—better—experience. Which translates to better CSI and reviews, and we know that means more money and business.
There. Five Things. Just like the human hand—and, now, you are the CRM Kung Fu master.
And your kung fu is strong.
Have a great rest of the month!
Keith Shetterly
The BullCutter®
Call us! 281-401-9520 call/text
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eMail The Bull
www.BullCutter.com