3 Ways An Auto CRM Helps Sell More Cars
As a car salesperson in this day and age, the traditional approach to selling cars is obsolete. To keep up with the growing competition, dealers and sales reps alike need to focus their efforts on the customers who will bring the dealership the largest share of revenue. Using an integrated and robust Customer Relationship Management system (CRM) is quickly becoming the weapon of choice by forward thinking dealerships.
A CRM is a system for managing a company’s interactions with current and future customers and data or information associated with those customers. Using a CRM, companies can track sales leads, opportunities and sales activities in a central location so that the information is accessible by any team member, at any team.
There are many CRM systems out there for car dealers, and the correct employment of these systems can help automate and simplify the sales process, monitor individual rep performance, and most importantly, move more units off the lot.
Here are 3 ways that employing a dealer CRM system can help your dealership sell more cars.
1. Inbound and Outbound Sales Lead Tracking
An effective CRM system can track customer interactions coming into the dealership, as well outbound efforts from the dealership. Depending on what the interaction was, a CRM system will track it and tailor the sales or marketing response to their part of the buying process. For example, a customer who is browsing your website or calling in to get more information on a specific model of vehicle may not be ready to purchase today, but using the CRM, you can ensure they receive information about sales offers and promotions so that when they are ready to buy, they buy from YOU.
From the minute that a potential customer begins their buying process, a CRM system can track their contact information and their types of interaction with the dealership. The CRM organizes relevant customer information in an “easy to digest”, and more importantly “easy to act on” manner, by allowing users to assign follow-up sales and marketing activities.
2. Time Management and Efficiency
By automating more of the sales process, time becomes freed up for your sales people to close more units and spend less time doing the administrative work that comes with selling more cars. With call and email tracking, complete marketing automation and automatic follow-up reminders, sales reps can focus on what they’re being paid to do, which is to engage with customers and move units. They don’t have to spend nearly as much time trying to keep track of all of their clients and their action items.
3. Reporting and Analytics
The leading automotive CRM systems include robust reporting and analytics capabilities so that sales managers and reps can assess their sales performance and effectiveness. Managers can pull reports on individual sales reps, as well as dealer-wide performance information metrics such as like traffic, gross margin, inventory turnover, and overall profitability. These analytics can be used as coaching tools, motivators, and benchmarks to help sales reps reach their full potential. Individual salespeople can use the reports to track their performance and identify areas for improvement.
Dealer CRM software is now an essential tool for the successful modern car dealership. CRM software can be employed successfully in both large auto dealerships and small family owned shops. When the system is fully adopted by management and used religiously by sales reps, the potential for sales growth is endless.
If you’d like to learn more about dealer CRM systems and what they can do for your dealership, contact us at [email protected].