Page 44 - Final Variable Operations

Sales Effort Health Check

Yes/No Comments
1 Does sales management have a strategy on maximizing sales effort to achieve forecasts?
2 Do you know how many OTDB's daily to reach your forecast?
3 Does the Dealership have an appointment culture?
4 Are we tracking sales effort by Salesperson daily?
5 Do you have a strategy to monitor & maximize OTDB's daily?
6 Have you communicated "minimum standards" for sales and digital positions?
7 Are you utilizing CRM at 100% capacity?
8 Are you logging ALL opportunities?
9 Are you tracking in-bound & out-bound calls?
10 Are you tracking e-mails sent?
11 Are you tracking lead response time?
12 Do you have leads management follow up schedule in place?
13 Do you have a daily process for missed appointments?
14 Are you handling un-sold follow up; do you have a process in place to handle unsold follow up?
15 Do you have a process for reviewing previous day's missed trades?
16 Do you have a process to merchandise aged inventory?
17 Are you walking your trades & inventory daily?
18 Are you completing deal review meetings bi-weekly?
19 Are you holding a "save-a-deal" meetings daily?
20 Do you have a Data Mining strategy in place?
21 Do we "TO" early in the sales process?
22 Are we tracking lead (ROI) to maximize opportunities and expense?
23 Do we have a process in place for lot coverage?
24 Are we holding our sales people accountable to the process?
25 Are we holding continuing eduction training sessions for sales people every day?
26 Are you making follow up calls on previous day's business?
27 Is a sales manager teaching/involved in EVERY vehicle delivery?
28 Are we asking for titles and second set of keys for trades?
29 Are sales managers shadowing new hires for first 30 days?
30 Are CNA'S presented on every deal?
31 Are we doing an active trade evaluation on EVERY deal?
32 Are we utilizing a rate matrix at the desk?
33 Do we have a process for proper "TO" to Finance?
34 Are we mystery shopping our competition?
35 Are we tracking COS adjustments to maximize gross profit?
*If you said "YES" to 80% of these questions, then you're on the right track! Manage the other 20%.
Legend
CNA - Customer Needs Analysis
CRM - Customer Relationship Marketing
OTDB - Opportunities To Do Business
ROI - Return on Investment
TO - Turn Over
What have you identified as your 3 biggest opportunities for growth and improvement?
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