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Over the past several weeks, I've been writing about best practices for working auto finance leads. We've covered setting the appointment, training your team, and getting folks in the door before pulling their credit.
You've walked your team through this initial part of the sales process, and they all understand how important it is to follow these steps.
What are you doing to make sure they're making the calls and following the process? Do you have a CRM? Do you have access to your call switch data, or do your sales people self-report their call and pipeline activity?
We encourage our partners in the Carloan.com Dealer Network to use a combination of all three, if they can, in order to get a full picture of how their sales team is using the finance leads they're getting from us.
[Full disclosure: we've got this great ILM called DOLLAR that has fantastic reporting capabilities that we train all our dealers to use. Just sayin'.]
What it really allows you to do is identify any gaps in your process. If you know what your sales process steps are and keep track of the numbers, you can figure out where you're falling short. Not setting enough appointments? Too many no-shows? Dig in and find out what's going on.
Missed opportunities right there.
You're already spending the money to feed your sales people leads. Make sure you're the first to know if there's something going on with the way they're working their pipeline that's impeding their ability to sell cars.