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| Some people will do well regardless of market conditions, others go up and down. Some never make it to the “up” numbers. There is no real way of knowing who is doing well and who isn’t without tracking. |
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| It’s not just a matter of watching the sales board. Bob and Mary may both be selling 10 per month, but if Bob is taking twice as many leads per month, he isn’t performing as well. Mary may have been able to take the same volume of leads and sell 15 instead. |
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Everyone has strengths and weaknesses. Some people can call and take rejection after rejection without being phased. Others may do great with hot leads, but fall off with anyone they have to track down. Putting the right people in the right position contacting the right customers is a key to success. |
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| Converting automotive leads into sales is often a matter of matching skills with tasks. |
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| Use your CRM or lead management tool to track everyone’s performance. Make certain that the sources are labeled properly. Someone may be incredible at taking inbound calls, but without tracking you may never know this, in which case you won’t be able to adjust the phone tree in a way that the right person is answering inbound calls whenever possible. |
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| An Internet Manager’s job is to increase sales for the dealership. Without tracking the activities of people in the department and making adjustments as needed, the Internet Manager is not maximizing sales. |
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