SPLIT DEALS - SALES

sharon gluschenko
HOW DOES YOUR DEALERSHIP HANDLE SPPLIT DEALS? WHAT CONSTITUTES A SPLIT DEAL?
Michael Midgley
This is always a hot topic in our dealership. We usually have a problem a couple of times a month. I will say that the only way to make it fair has to be use the CRM. There has to be documentation. I also think the floor has to get along. In most cases what comes around goes around and the easiest way to handle splits is to avoid the desk altogether. Our big problems come with internet deals. Our store lets the salespeople handle the internet leads, and this sometimes causes problems.
Jared Hamilton
Reward the team for following the process since you cant manage results, but you can manage the process. Like Mike said, whenever there is a question go to the CRM system, were the scheduled calls made at the specified time and recorded? If the sales person followed the process and it is recorded in the CRM (and ONLY if it is recorded in the CRM) should it be a split deal. Are there specific problems your store is facing?

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