With the president election in full swing I have noticed that the majority of president hopefuls often use negative selling and mud-slinging attack campaigns. It has grown to something I expect from politicians but not from salespeople. Yet recently I experienced some negative selling tactics that I thought I would share.

The first occurred when I was a shopping for a new car a couple months ago. I had decided on what make and model car I was planning to buy but wanted reassure myself that I was making the best choice by looking at some other vehicles. When I visited a different dealership and I mentioned I was doing some research on two vehicles, I was surprised at the salesperson's approach. He immediately began to negative sell by talking about how bad the gas mileage was, that it didn’t score the highest safety ratings, and weaknesses in its performance while failing to point out any of the strengths of his brand. It was a big turn off for me and I ultimately bought the car I was original looking at.

I know this isn’t always a common occurrence but for some salespeople they get fearful and defensive as soon as the competition is mentioned.

It is ok to acknowledge that you have competition but there is a fine line between negative selling and pointing out differences between two products while focusing on your strengths. Knowing your competitions weaknesses is important, but this information should be used in a tactful informative way that is not offensive to your consumer. Too many sales people forget to focus on the strengths of their own product and services.

Salespeople that trick themselves into believing that they can make up negatives about a competitor are kidding themselves.

The second occurrence of negative selling happened last week in my own job. I work for a CRM company and often get the impression that some of our competitors negative sell on occasion. Recently a dealership I was working with was told by another CRM company that the integration we had with a particular DMS was not great. To resolve this concern, I immediately conferenced in a person from the DMS company that was referred to who reassured the customer of our great integration. We ended up getting this customer, but not because of our integration or us negative selling. The dealer said that the moment he knew the competitor had lied they lost all trust and began to doubt the positives of their product.

Spare the negative talk. Henry Ford said, “The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time.” Focus on you, your company, your strengths and most importantly your customer.

My business and my reputation are built on ethical standards and selling my company’s superior service, not bad mouthing rivals. Just because you are my competitor doesn’t mean we can’t be friends either. We can chat and talk about industry issues at trade shows, conferences, and through social media. I have referred dealers to others when I thought they were a better fit. And in turn, other companies have sent business my way.

Strong competitors drive me to be even better at what I do. The automotive technology space is growing and I love the idea that more players are joining in. Yes, it is more competition, but I think there’s enough business to go around and it grows the overall performance of automotive industry. 

Hunter Swift is a Sales Business Analyst at DealerSocket and has been with the company since 2005. In addition to his current role he has fulfilled the responsibilities of customer support, consulting, training, and sales. He specializes in helping dealerships improve processes through the use of CRM technology. Prior to DealerSocket he sold cars and is a graduate of Pepperdine University.
Follow him: @HunterSwift

With the president election in full swing I have noticed that the majority of president hopefuls often use negative selling and mud-slinging attack campaigns. It has grown to something I expect from politicians but not from salespeople. Yet recently I experienced some negative selling tactics that I thought I would share.

The first occurred when I was a shopping for a new car a couple months ago. I had decided on what make and model car I was planning to buy but wanted reassure myself that I was making the best choice by looking at some other vehicles. When I visited a different dealership and I mentioned I was doing some research on two vehicles, I was surprised at the salesperson's approach. He immediately began to negative sell by talking about how bad the gas mileage was, that it didn’t score the highest safety ratings, and weaknesses in its performance while failing to point out any of the strengths of his brand. It was a big turn off for me and I ultimately bought the car I was original looking at.

I know this isn’t always a common occurrence but for some salespeople they get fearful and defensive as soon as the competition is mentioned.

It is ok to acknowledge that you have competition but there is a fine line between negative selling and pointing out differences between two products while focusing on your strengths. Knowing your competitions weaknesses is important, but this information should be used in a tactful informative way that is not offensive to your consumer. Too many sales people forget to focus on the strengths of their own product and services.

Salespeople that trick themselves into believing that they can make up negatives about a competitor are kidding themselves.

The second occurrence of negative selling happened last week in my own job. I work for a CRM company and often get the impression that some of our competitors negative sell on occasion. Recently a dealership I was working with was told by another CRM company that the integration we had with a particular DMS was not great. To resolve this concern, I immediately conferenced in a person from the DMS company that was referred to who reassured the customer of our great integration. We ended up getting this customer, but not because of our integration or us negative selling. The dealer said that the moment he knew the competitor had lied they lost all trust and began to doubt the positives of their product.

Spare the negative talk. Henry Ford said, “The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time.” Focus on you, your company, your strengths and most importantly your customer.

My business and my reputation are built on ethical standards and selling my company’s superior service, not bad mouthing rivals. Just because you are my competitor doesn’t mean we can’t be friends either. We can chat and talk about industry issues at trade shows, conferences, and through social media. I have referred dealers to others when I thought they were a better fit. And in turn, other companies have sent business my way.

Strong competitors drive me to be even better at what I do. The automotive technology space is growing and I love the idea that more players are joining in. Yes, it is more competition, but I think there’s enough business to go around and it grows the overall performance of automotive industry. 

Hunter Swift is a Sales Business Analyst at DealerSocket and has been with the company since 2005. In addition to his current role he has fulfilled the responsibilities of customer support, consulting, training, and sales. He specializes in helping dealerships improve processes through the use of CRM technology. Prior to DealerSocket he sold cars and is a graduate of Pepperdine University.
Follow him: @HunterSwift

This week I attended Digital Dealer (sigh!), the exhibitor room was full of vendors selling all types of technology.  I counted at least 7 booths that offer a Customer Relationship Management (CRM) Tool.  As dealers visited each booth I noticed they were often comparing the different features each vendor provided.  One thing that stood out to me is for the most part all CRM companies offer the same type of technology.  They all allow you to input customers, receive leads, automate marketing campaigns, and reporting.  It is important that the technology isn’t the only thing that you are looking at.

Technology should enable processes.  Consistent processes create consistent business.

One of the ways to enable process is through the automation of business rules designed to target specific groups of people.  If the data is there, the technology should be able to enable processes like:

A customer life cycle (customer for life)
Finance termination
Extended warranty
We want your trade
Declined services
Aftermarket accessories
Customers in equity
Bought elsewhere, service introduction
High customer pay RO to new vehicle
Future model introduction
Lead escalation
Sales notification of a customer in service
And the list goes on…

This can also apply to the technology of Social Media.  Are you just using it or really using it to enable the processes?

Once you have the technology and the processes in place the last important part is the people.  I have seen time and time again where technology fails because either the people don’t use it or don’t know how to use it effectively.  Do you have the people to not only train you how to use and support the technology but also how to use the technology to enable the processes your dealership needs?

I am excited for the DrivingSales Executive Summit, where technology and innovation is discussed, something I hope dealers will use to enable more processes.

Your thoughts?

Hunter Swift is the Business Analyst at DealerSocket and specializes in Automotive/Dealership processes that help dealerships become more effective by maximizing their opportunity to improve all aspects of the sales cycle, including: driving traffic, marketing, proper sales, and demonstration techniques. He also specializes in helping dealerships increase their customer satisfaction, reduce their web-lead response times and to improve accountability. Follow Me: @HunterSwift

This week I attended Digital Dealer (sigh!), the exhibitor room was full of vendors selling all types of technology.  I counted at least 7 booths that offer a Customer Relationship Management (CRM) Tool.  As dealers visited each booth I noticed they were often comparing the different features each vendor provided.  One thing that stood out to me is for the most part all CRM companies offer the same type of technology.  They all allow you to input customers, receive leads, automate marketing campaigns, and reporting.  It is important that the technology isn’t the only thing that you are looking at.

Technology should enable processes.  Consistent processes create consistent business.

One of the ways to enable process is through the automation of business rules designed to target specific groups of people.  If the data is there, the technology should be able to enable processes like:

A customer life cycle (customer for life)
Finance termination
Extended warranty
We want your trade
Declined services
Aftermarket accessories
Customers in equity
Bought elsewhere, service introduction
High customer pay RO to new vehicle
Future model introduction
Lead escalation
Sales notification of a customer in service
And the list goes on…

This can also apply to the technology of Social Media.  Are you just using it or really using it to enable the processes?

Once you have the technology and the processes in place the last important part is the people.  I have seen time and time again where technology fails because either the people don’t use it or don’t know how to use it effectively.  Do you have the people to not only train you how to use and support the technology but also how to use the technology to enable the processes your dealership needs?

I am excited for the DrivingSales Executive Summit, where technology and innovation is discussed, something I hope dealers will use to enable more processes.

Your thoughts?

Hunter Swift is the Business Analyst at DealerSocket and specializes in Automotive/Dealership processes that help dealerships become more effective by maximizing their opportunity to improve all aspects of the sales cycle, including: driving traffic, marketing, proper sales, and demonstration techniques. He also specializes in helping dealerships increase their customer satisfaction, reduce their web-lead response times and to improve accountability. Follow Me: @HunterSwift

A couple months ago I came across an ad for the new Mercedes SLK. I was really impressed with the marketing campaign that Mercedes-Benz incorporated with some pretty innovative ideas and incorporating some new technology.

The ad was introducing the new SLK and although I wasn’t interested in the SLK I clicked on something called “Speed Date”, I invite those who haven’t done so to do it. http://www3.mercedes-benz.com/mbcom_v4/us/slk/en.html

What stood out to me was the integration with Facebook. As the movie begins, it pulls your image from your Facebook profile picture and inserts it in various parts of the film. In the movie you are stranded in the desert with an overheating car who hitches a ride with a beautiful girl (Ksenia Lauren) driving a SLK. Throughout the movie you can choose different outcomes and it shows off different features of the car.

The interactive movie really did a good job putting me actually into the movie and experiences it firsthand. It was something that I ended up showing to many people. Kudo’s for Mercedes for implementing a marketing tactic like this. But it did not stop here. After the movie you are invited to “like” the facebook page of the actress Kesnia Lauren https://www.facebook.com/ksenia.lauren.

Today she held a virtual autograph session. At first I was like what’s that? But it came out to be real enteraining. She had a streaming video on her facebook page that you could ask her questions which she would answer, and then she would sign a picture which was on her ipad with a stylus and that signed picture was then posted to her wall.

It was the first time I had seen something like this and made me feel good that the OEMs are getting creative and incorporating cool technology to help people get excited about their products which will only help dealers sell more cars.

Anyways, wanted to know what you guys thought and if you have seen any other creative and innovated marketing campaign that you would like to share.

A couple months ago I came across an ad for the new Mercedes SLK. I was really impressed with the marketing campaign that Mercedes-Benz incorporated with some pretty innovative ideas and incorporating some new technology.

The ad was introducing the new SLK and although I wasn’t interested in the SLK I clicked on something called “Speed Date”, I invite those who haven’t done so to do it. http://www3.mercedes-benz.com/mbcom_v4/us/slk/en.html

What stood out to me was the integration with Facebook. As the movie begins, it pulls your image from your Facebook profile picture and inserts it in various parts of the film. In the movie you are stranded in the desert with an overheating car who hitches a ride with a beautiful girl (Ksenia Lauren) driving a SLK. Throughout the movie you can choose different outcomes and it shows off different features of the car.

The interactive movie really did a good job putting me actually into the movie and experiences it firsthand. It was something that I ended up showing to many people. Kudo’s for Mercedes for implementing a marketing tactic like this. But it did not stop here. After the movie you are invited to “like” the facebook page of the actress Kesnia Lauren https://www.facebook.com/ksenia.lauren.

Today she held a virtual autograph session. At first I was like what’s that? But it came out to be real enteraining. She had a streaming video on her facebook page that you could ask her questions which she would answer, and then she would sign a picture which was on her ipad with a stylus and that signed picture was then posted to her wall.

It was the first time I had seen something like this and made me feel good that the OEMs are getting creative and incorporating cool technology to help people get excited about their products which will only help dealers sell more cars.

Anyways, wanted to know what you guys thought and if you have seen any other creative and innovated marketing campaign that you would like to share.

The last 2 months have been crazy for me. Between work, school, and my wife and I having our second baby, I have been very busy.  Because of my busy schedule, it has caused me to work more “mobile” than ever before. Almost every email I have read or responded to was from my phone, please excuse the brevity and any typos if you received an email from me recently.

This week DealerSocket had its annual User Summit in Dana Point, California  The summit was a great opportunity for users of DealerSocket to come together and share best practices and also learn how to better use DealerSocket.  My presentation at the summit was about how dealerships can better use mobile.  I thought I would pass along some of the things I discussed.

When I began my session I asked the attendees to raise their phones, I was very pleased to see that almost everyone had a smart phone; thank goodness I didn’t see any “Jitter Bug” phones.  In my research, I was amazed that there are 5.3 billion mobile subscribers in the world.  That’s 77% of the world population.  We are even seeing a big shift with the use of mobile phones; in fact 1 in 4 households have a mobile phone, but no landline.

Mobile, it’s the device we all have, it’s always on, it’s always within an arm’s reach, and allows us to have instant access to everything on Google. It’s no surprise why mobile phones are popular; they seem to do everything as the tagline says, “there’s an app for that”.  The real benefit of mobile is the fact that it is the world’s first personal mass medium device.  Never before has one person had the power to broadcast something that has the potential of reaching the whole world. 

It is important that we understand how dealerships can use mobile.

Mobile Marketing:

1. Texting:  Although I am against bulk text messaging,  having your salespeople communicate to their customers via text has its advantages.  Text messages have a 98% open rate and for the customer who aren’t returning your calls this can be a good alternative.

2. Email:  We understand how important email marketing is but, do we understand that 70 million mobile users access email through their phone? That 35% of mobile users check their email first thing in the morning before they do anything else?  This makes you rethink when the best time to send out an email is. Other questions I ask myself are, are your emails mobile friendly?  Do they look good on a phone?  Does it encourage people to access mobile content?

3. Social Media:  35% of mobile users use Social Media on their phone.  Are you using Social Media for Marketing, Public Relations, Branding, Product Knowledge?  Is your Social Media content valuable for your customers or are you always selling?  Are you monitoring what others are saying about you?  I love to use HootSuite to monitor Twitter and Facebook.

Mobile Website:

Do you have a mobile website?  It should be a condensed version of your website. With 24/7 access to key information like contact info, directions, special, and inventory.  It should be a medium that converts visits to leads.

Mobile App:

Having something that your customers can save to their devices is critical, even if it is simply a shortcut to your mobile website.  Are you giving your customers an incentive to access your mobile content?

One example, DealerSocket recently came out with the “Customer Mobile Portal” that allows the dealership’s customers to have access to key information that is similar to what they would see on a mobile website, but with the ability to be integrated with your CRM (DealerSocket) to see their service history, set service appointments (Pushing in to the DMS), and appraise their vehicle.  The customers have access to your specials and inventory including images of the vehicles.  It links with your social media.  There is even a way to push announcements and marketing to the device.  The best part is that it works on all devices (iPhones, iPad, Androids, and BlackBerrys) and not does not need to be downloaded.

Here is a screenshot:

Mobile Dealer:

Is your dealership using mobile to assist in processes?  Are leads being sent to phones so salespeople know instantly when a lead has been received?  If they respond to the lead on their phone does it stop the clock?  Make sure if there are interactions with the customer on the phone that info gets back into the CRM.  Do your salespeople have access to your inventory from their phone?

These are all things that can help your dealership.  What are your thoughts?

Hunter Swift is the Business Analyst at DealerSocket and specializes in Automotive/Dealership processes that help dealerships become more effective by maximizing their opportunity to improve all aspects of the sales cycle, including: driving traffic, marketing, proper sales, and demonstration techniques. He also specializes in helping dealerships increase their customer satisfaction, reduce their web-lead response times and to improve accountability. Follow Me: @HunterSwift

The last 2 months have been crazy for me. Between work, school, and my wife and I having our second baby, I have been very busy.  Because of my busy schedule, it has caused me to work more “mobile” than ever before. Almost every email I have read or responded to was from my phone, please excuse the brevity and any typos if you received an email from me recently.

This week DealerSocket had its annual User Summit in Dana Point, California  The summit was a great opportunity for users of DealerSocket to come together and share best practices and also learn how to better use DealerSocket.  My presentation at the summit was about how dealerships can better use mobile.  I thought I would pass along some of the things I discussed.

When I began my session I asked the attendees to raise their phones, I was very pleased to see that almost everyone had a smart phone; thank goodness I didn’t see any “Jitter Bug” phones.  In my research, I was amazed that there are 5.3 billion mobile subscribers in the world.  That’s 77% of the world population.  We are even seeing a big shift with the use of mobile phones; in fact 1 in 4 households have a mobile phone, but no landline.

Mobile, it’s the device we all have, it’s always on, it’s always within an arm’s reach, and allows us to have instant access to everything on Google. It’s no surprise why mobile phones are popular; they seem to do everything as the tagline says, “there’s an app for that”.  The real benefit of mobile is the fact that it is the world’s first personal mass medium device.  Never before has one person had the power to broadcast something that has the potential of reaching the whole world. 

It is important that we understand how dealerships can use mobile.

Mobile Marketing:

1. Texting:  Although I am against bulk text messaging,  having your salespeople communicate to their customers via text has its advantages.  Text messages have a 98% open rate and for the customer who aren’t returning your calls this can be a good alternative.

2. Email:  We understand how important email marketing is but, do we understand that 70 million mobile users access email through their phone? That 35% of mobile users check their email first thing in the morning before they do anything else?  This makes you rethink when the best time to send out an email is. Other questions I ask myself are, are your emails mobile friendly?  Do they look good on a phone?  Does it encourage people to access mobile content?

3. Social Media:  35% of mobile users use Social Media on their phone.  Are you using Social Media for Marketing, Public Relations, Branding, Product Knowledge?  Is your Social Media content valuable for your customers or are you always selling?  Are you monitoring what others are saying about you?  I love to use HootSuite to monitor Twitter and Facebook.

Mobile Website:

Do you have a mobile website?  It should be a condensed version of your website. With 24/7 access to key information like contact info, directions, special, and inventory.  It should be a medium that converts visits to leads.

Mobile App:

Having something that your customers can save to their devices is critical, even if it is simply a shortcut to your mobile website.  Are you giving your customers an incentive to access your mobile content?

One example, DealerSocket recently came out with the “Customer Mobile Portal” that allows the dealership’s customers to have access to key information that is similar to what they would see on a mobile website, but with the ability to be integrated with your CRM (DealerSocket) to see their service history, set service appointments (Pushing in to the DMS), and appraise their vehicle.  The customers have access to your specials and inventory including images of the vehicles.  It links with your social media.  There is even a way to push announcements and marketing to the device.  The best part is that it works on all devices (iPhones, iPad, Androids, and BlackBerrys) and not does not need to be downloaded.

Here is a screenshot:

Mobile Dealer:

Is your dealership using mobile to assist in processes?  Are leads being sent to phones so salespeople know instantly when a lead has been received?  If they respond to the lead on their phone does it stop the clock?  Make sure if there are interactions with the customer on the phone that info gets back into the CRM.  Do your salespeople have access to your inventory from their phone?

These are all things that can help your dealership.  What are your thoughts?

Hunter Swift is the Business Analyst at DealerSocket and specializes in Automotive/Dealership processes that help dealerships become more effective by maximizing their opportunity to improve all aspects of the sales cycle, including: driving traffic, marketing, proper sales, and demonstration techniques. He also specializes in helping dealerships increase their customer satisfaction, reduce their web-lead response times and to improve accountability. Follow Me: @HunterSwift

I am always surprised the answer I get when I ask a dealership about how many more cars they think they could sell a month if they improved their follow-up process.  This missed opportunity can often be fixed by implement a CRM technology, which is great for processes and campaigns. However, it is ultimately up to the salespeople to do what they are supposed to do. I have found that what you may think is being done in the dealership, often isn’t.

When I sold cars, I remember multiple times when the sales manager would tell a salesperson to make his daily follow-up calls and the salesperson would simply respond that he had already completed his calls.  It became a constant battle.  Apart from not making the calls, salespeople are notorious at finding ways to cut corners and cheat the system.  This not only hurts the salesperson but, the dealership and even the customers.

The first suggestion I have is to utilize reports in your CRM that track the number of new opportunities that your salespeople are entering into the CRM.  Nothing is worse than seeing someone take multiple ups and not having any of the customers entered into the CRM.  This can throw off your marketing and ROI reports.

The 2nd key metric is phone calls.  It is important that your CRM is integrated with your phone system in order to track outbound phone calls.  Having your salespeople mark all of their calls completed is one thing, but its better if there is proof that they actually made the call and how long they were on the call.  You can actually step this up and record their outbound calls.  This is great for managing quality and training.  Looking at the data that I have compiled, the top salespeople are constantly those that make the most calls.

Email and weblead tracking is also important.  You need to know how many emails they are receiving and sending out, as well as how long it is taking them to respond to their webleads.  (On a side note, a dealership recently told me they were going to be pulling the plug on their AutoTrader leads because they weren’t selling as many as they wanted.  I looked at some reports and noticed that all of the AutoTrader leads were being sent to one person and that person took an average of over 2 hours to respond to a lead.  It wasn’t the lead provider’s fault, it was the salesperson.)

Pipeline Management is also important.  Salespeople love people that come in and buy, but what about those that don’t buy or those that they talk to but are hard to get in touch with afterward?  Are they reaching out to them?  Make sure you are looking at reports that reflect this data.

Salespeople also love to move people to Lost. This is a way to get the follow-up to stop.  Do you have a review process in place for a manager to look at each lost deal and try to “save a deal”?

Another suggestion I have to improve accountability is to use a checkout system.  Some CRM tools have a daily activity report or check out report that shows everything the salesperson has done for the day (Ups, Appointments, Calls, Talk Time, E-mails).  One dealership that I was working with that had a problem with accountability, instituted a process that before a salesperson left for the day they would print out a report and give it to their manager to check out.  The report told the manager everything they had done as well as all of their calls (Daily To Dos) that they didn’t do.

Quickly, Managers were able to see what had been done and what had not been done. Often, the manager would send the salesperson back to make more calls before they left.  Salespeople began to feel ashamed when they handed a manager their sheet that said they didn’t do anything which motivated them to make more calls.  The dealership drastically improved their follow up process and began to see an immediate increase in their sales.

These are my suggestions. 

What do you do to make sure that your salespeople are doing what you want them to do?

I am always surprised the answer I get when I ask a dealership about how many more cars they think they could sell a month if they improved their follow-up process.  This missed opportunity can often be fixed by implement a CRM technology, which is great for processes and campaigns. However, it is ultimately up to the salespeople to do what they are supposed to do. I have found that what you may think is being done in the dealership, often isn’t.

When I sold cars, I remember multiple times when the sales manager would tell a salesperson to make his daily follow-up calls and the salesperson would simply respond that he had already completed his calls.  It became a constant battle.  Apart from not making the calls, salespeople are notorious at finding ways to cut corners and cheat the system.  This not only hurts the salesperson but, the dealership and even the customers.

The first suggestion I have is to utilize reports in your CRM that track the number of new opportunities that your salespeople are entering into the CRM.  Nothing is worse than seeing someone take multiple ups and not having any of the customers entered into the CRM.  This can throw off your marketing and ROI reports.

The 2nd key metric is phone calls.  It is important that your CRM is integrated with your phone system in order to track outbound phone calls.  Having your salespeople mark all of their calls completed is one thing, but its better if there is proof that they actually made the call and how long they were on the call.  You can actually step this up and record their outbound calls.  This is great for managing quality and training.  Looking at the data that I have compiled, the top salespeople are constantly those that make the most calls.

Email and weblead tracking is also important.  You need to know how many emails they are receiving and sending out, as well as how long it is taking them to respond to their webleads.  (On a side note, a dealership recently told me they were going to be pulling the plug on their AutoTrader leads because they weren’t selling as many as they wanted.  I looked at some reports and noticed that all of the AutoTrader leads were being sent to one person and that person took an average of over 2 hours to respond to a lead.  It wasn’t the lead provider’s fault, it was the salesperson.)

Pipeline Management is also important.  Salespeople love people that come in and buy, but what about those that don’t buy or those that they talk to but are hard to get in touch with afterward?  Are they reaching out to them?  Make sure you are looking at reports that reflect this data.

Salespeople also love to move people to Lost. This is a way to get the follow-up to stop.  Do you have a review process in place for a manager to look at each lost deal and try to “save a deal”?

Another suggestion I have to improve accountability is to use a checkout system.  Some CRM tools have a daily activity report or check out report that shows everything the salesperson has done for the day (Ups, Appointments, Calls, Talk Time, E-mails).  One dealership that I was working with that had a problem with accountability, instituted a process that before a salesperson left for the day they would print out a report and give it to their manager to check out.  The report told the manager everything they had done as well as all of their calls (Daily To Dos) that they didn’t do.

Quickly, Managers were able to see what had been done and what had not been done. Often, the manager would send the salesperson back to make more calls before they left.  Salespeople began to feel ashamed when they handed a manager their sheet that said they didn’t do anything which motivated them to make more calls.  The dealership drastically improved their follow up process and began to see an immediate increase in their sales.

These are my suggestions. 

What do you do to make sure that your salespeople are doing what you want them to do?