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As the economy improves and everyone looks to increase market share, dealers are struggling to take advantage because they can’t find enough good salespeople. As a result, the customer experience suffers, guests are not logged into the CRM, and sales opportunities are missed. But there are 3 places where good salespeople can be found:
YOUR SOCIAL MEDIA
If you are seeking a younger, more technologically advanced salesperson you have to go where they are – online. Whether on craigslist, Career Builder, facebook, or other social media sites, your message has to stand out. Advertise for a customer service representative or product specialist like this:
SEEKING CUSTOMER SERVICE REPRESENTATIVES
Women and Men – College degree preferred
Of course, pay plans and operating philosophy have to agree with your ad. For a selection of sample pay plans, send an email to email@example.com with “PAY PLAN” in the subject.
YOUR CUSTOMER BASE
Customers who bought and service at the dealership are a great resource for recruiting new hires. You can utilize them by:
You have excellent salespeople, the question is how to make them more productive. The answer is to close the floor. A few things happen when a store converts their showroom from an open floor to a closed floor. In a closed floor scenario, the sales representatives are put into an online queue and alerted when it’s their turn on the floor. The remainder of the sales rep’s time can be spent following up with prospects and creating lifetime value for each customer. There are many benefits to a closed floor:
By changing your floor to a closed system, sales reps know that they won’t be able to burn through showroom traffic. They’ll see they have to depend on follow-up and cultivating the business they do have to sell more vehicles. The result is not only more names and numbers in the CRM system, but more sales in your showroom.
Utilizing the Next Up technology, a dealer recently went from test driving 56% of guests to 82%. Their closing ratio increased from 19% to 30%, and the average units sold per person went from 10 to 13!
The Next Up utilizes web-based technology to help dealers better manage their sales teams.
For more information, visit www.thenextup.com or call 866.673.1230 for a free demo!