Test 123

Sales Best practice Evaluation

Our proposed 3-Step strategy on how you can improve your lead conversion and increase your sales

In the evolving automotive sales landscape, this report focuses on assessing current dealership operations associated with inbound call and internet form leads.

This report acts as a manual for automotive managers to locate areas of inefficiency and what to do to introduce best practices in their sales teams.

Your Overall Sales Best Practice Score

Visibility

Capture

Engagement

Trusted by 800 + Dealers
1 000 000 + Calls Automated (<12 Months)
4 600 000 + Calls Tracked (<12 Months)
150 000 + Calls Screened & Analysed (<12 Months)

Call-In Leads

How does your dealership stack-up to best practice behaviours for sales call-ins?

Visibility

Lead Source Visibility

Since call-in leads close 2.5X higher than internet leads it is essential to know where they are coming from to invest in attracting more.

1

Lead Volume Visibility

Knowing the volume of leads a marketing source is generating helps you make better investment decisions on where best to spend your Marketing budget.

0.5

Lead Conversion Visibility

By measuring your lead source conversion you can better understand where the best quality leads are coming from and adjust your budget accordingly.

0

Missed Lead Visibility

When you have visibility of missed leads/calls you provide the dealership with the platform to bring missed opportunities back into the dealership.

0.3

Capture

Lead Management System

With an effective Leads Management System, you should be able to automate processes and centrally capture your client information to improve your capability to convert more leads.

0.5

Lead Distribution

When a prospect calls, to give yourself the best chance to convert them you need to get them in contact with a salesperson as quickly as possible.

0.5

Lead Capture

When call-in leads are automatically captured you guarantee that all leads are accounted for and that visibility is given to the managers who can question the status to help convert more leads.

0.5

Engagement

Speed to Lead

The quicker you can get your prospect to speak to a Sales Executive the lower the chance they will drop off the call. This results in higher conversion rates.

0.5

Conversation Oversight

With the ability to listen to sales call recordings or listen in on calls it is possible to identify where Sales Executives are going wrong, provide the relevant coaching and save missed deals.

0

Recommendations

Tracking Numbers
  • Measure your true Return on Investment for assigned marketing channels.
  • Catch missed sales opportunities with missed call notifications
  • Increase the customer experience with missed caller SMS notifications
  • Call Recordings
Price:
R 430 p/number
Call Routing & IVR Menu
  • Send calls directly to relevant departments.
  • Capture the caller number and intent.
  • Ensures that call-in leads are dealt with in the fastest possible time,
  • Call Recordings
Price:
R 557 p/m
ROI:
40% Increase in Lead Conversion
Automated Callback of Missed CallS
  • Automatically call back all missed callers.
  • Save 100% of missed opportunities and bring then back into your sales funnel.
Price:
Starting at R 770 p/m
ROI:
50% Increase in Lead Conversion

Internet Leads

How does your dealership stack-up to best practice behaviours for internet leads?

Visibility

Lead Source Visibility

Knowing where your leads come from gives you the ability focus your budget, allowing for a better Return-on-Marketing Investment.

0.7

Lead Volume Visibility

With a precise figure of total leads generated it becomes easy to calculate the investment needed to sell a vehicle.

0.7

Lead Conversion Visibility

Measuring your lead source conversion you can better understand where the best quality leads are coming from and adjust your budget accordingly.

0.7

Missed Lead Visibility

Knowing how many leads were not contacted allows you to keep sales teams accountable for the leads allocated to them. This allows the dealership to capitalise on every possible lead.

0.3

Capture

Lead Management System

With an effective Leads Management System, you should be able to automate processes and centrally capture your client information to improve your capability to convert more leads.

0.5

Lead Distribution

Average dealers take 4 hours to respond to internet leads. The faster your sales executive can engage with the prospect the better chance they have to convert them.

0.7

Lead Capture

When leads are automatically captured you guarantee that all leads are accounted for and that visibility is given to the managers who can question the status to help convert more leads.

0.7

Engagement

Speed to Lead

When you automate the process to connect to your prospect as quickly as possible, you increase your chances of converting a sale. Strike while the iron is hot!

0.3

Conversation Oversight

Managing the closed reasons allows management to identify leads that were closed early which could present opportunities to re-engage with a prospect and allow additional revenue.

0

Lead Recycling

With the ability to listen to sales call recordings or listen in on calls it is possible to identify where Sales Executives are going wrong, provide the relevant coaching and save missed deals.

0

Recommendations

Automated Callback of Internet Leads

Allow you to automatically and immediately call your internet leads back. Sales Executives will hear all the relevant details of the lead before the call is connected with the prospect giving them them enough context to immediately start with the sales journey. *Requires a supported Lead Management System

Price:
Starting at R 770 p/m
ROI:
75% Increase in Lead Conversion
CLICK TO CALL

With Click to Call you can record all outbound sales calls, allowing you listen how well you team are dealing with prospects.

In addition to tracking numbers you can then have all inbound and outbound call recordings on one place.

Price:
Starting at R 770 p/m
ROI:
15% Increase in Lead Conversion
Average time to action leads from 4 Hours to less than 3 Minutes
50% of all dealership leads are lost due to slow response times.

Solutions for Better Lead Management

Three focus areas that will improve your lead management and convert more sales.

Skills to grow

  • Soft skills
  • Phone etiquette and sales scripts
  • Product knowledge
  • Lead management principles and best practice
  • Software training (existing tools)
  • Understanding S-CSI impact
0.125

Metrics to measure

  • Lead by sources
  • Lead volume by source
  • Lead conversion percentage by source
  • Test drives booked vs done
  • Sales by lead source
  • Conquest vs Loyalty
  • Pace of sale (lead>app>invoice time)
0.5001

Processes to follow

  • Daily Sales Meetings
  • Sales funnel interrogation
  • Open leads & closed reasons
  • Sales behaviour coaching from call recordings
  • CRM involvement
  • Role playing for product knowledge
0.7999999999999999
Sales TrainingTraining your team in best practice sales behaviours will allow you to increase their skills and positively influence their ability to close more sales. In particular, if you increase their ability to book more test drives you will increase sales.
Call EvaluationsIntroducing Deal Catcher will allow you to catch deals that were missed by a Sales Executive. With-in 30 min of a call, a notification is sent by our call analysts when they identify an opportunity that was missed, so you can bring those opportunities back into the dealership.
Lead Management SystemBy Implementing an effective Leads Management System (LMS), you centralise the management of all leads. When choosing an LMS it's important that it automates processes to give speed to contacting a prospect, with all the relevant metrics to allow for better decisions and leads management.
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