How to Spot a Well Run Dealer Sales Team
Commercial equipment dealerships must have sales teams that make the most of every sales opportunity. Dealers can grow their revenues when sales, service and F&I teams work together to create a disciplined selling system that is focused on providing customers with options that could meet their needs. But how do you know if a dealer’s selling system is organized for peak performance? The following checklist is a sound indicator.
- Are equipment sales, service and F&I teams consistently presenting ALL relevant products to ALL customers ALL of the time? There is only one way to be certain that dealership products are considered for purchase: The customer must be shown all products.
- Is the purchasing process convenient and simple? Equipment sales, service and F&I teams should regularly meet and work together to map the customer purchasing process. After mapping the sales process, the combined team should work to identify and remove barriers that interfere with closing deals. A good indicator of a commercial dealership’s commitment to customer convenience and simplicity is to review the company’s website. Prospects should be able to quickly find and review key products and, at a minimum, easily submit an inquiry form that forwards specific customer needs to the dealer sales team.
- Does sales management track and report metrics about the sales process? The best dealer sales management teams voraciously gather sales process and product data. They use this valuable data to make fact-based management decisions that lead to realization of revenue growth opportunities.
By creating a selling system that contains all of the components above, dealers can build a top notch sales team that is the essential to driving sales growth over the long term.
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DealerBahn provides outsourced F&I services and web-based workflow management tools that facilitate the sale of commercial equipment finance, insurance and associated services. Contact: Thomas Ball at thomas.ball@dealerbahn.com