4 Min ReadFebruary 22, 2022

5 Best Practices for Automotive Sales Managers

5 Best Practices for Automotive Sales Managers

Automotive Sales Managers are responsible for building, cultivating and managing their Sales team. But what happens when you don’t have any new inventory and your Sales team is struggling? The silent enemy here is inaction. You need to continue engaging customers, building relationships and setting your team up for success when inventory rebounds.

Here are five new practices you can adopt to help your Sales team stay excited and engaged.

1Double Down on Product Knowledge

Thanks to the internet, your customers are more informed about vehicles than ever before. When they reach out, it’s with specific questions that they expect your Sales team to answer immediately and thoroughly. Can your team discuss each model down to the trim level? Are they walking the used car lot every day, so they know exactly what you have available? Customers often end up buying a different vehicle from what they originally wanted — especially if they need a vehicle now and pre-owned is the only option. Encourage your team to use downtime to study your product so they can be effective consultants for every buyer.

2Train on the Basics

New vehicles are virtually selling themselves today, with demand far outstripping supply. As a result, your team may need to brush up on their basic selling skills including desking, price negotiations and F&I presentations. They should also know how to follow-up on digital retailing leads. Make sure they don’t ignore what a customer has done online and ask for information that has already been provided. That’s a terrible customer experience and a waste of everyone’s time. Train your team to follow the customer’s lead and pick up in store where they left off online.

3Create New Phone/Email/Text Templates

When you’re used to selling hundreds of new vehicles a month and now have only 30 in stock, it can be hard to know what to say to new leads. Salespeople can often ignore leads simply because they don’t have any vehicles to sell. An effective way to discourage that is to give salespeople new phone, email and text scripts. They can use the scripts to engage with customers, explain the current shortages and what your store is doing to help. Inventory will rebound, and when it does, you want a full lead pipeline. Cultivating relationships with leads through honest conversations and helpful suggestions prepares you for when you have more cars on the ground.

4Invite Every New Car Buyer Into the Showroom

This may sound counterintuitive when you don’t have vehicles to sell, but as we mentioned before, people buy vehicles other than what they originally wanted all the time. Taking the time to listen to the customer and demonstrating that you’re willing to do whatever it takes to get them into a new vehicle goes a long way towards creating a relationship that may pay off for years. Customers will see the same lack of inventory wherever they go. Instead of shying away from the issue, talk about the problem. Show them appropriate used vehicles that can get them through in a pinch or help them order a new vehicle directly from the OEM. Whether the customer decides to put off the purchase, drives away in a used vehicle or puts down a deposit and waits three months for delivery, it’s a win for your dealership because you now have a new relationship.

5Proactively Engage Your Database

In their downtime, salespeople should be proactive with the customers in your CRM. It’s important to personally connect with current and past customers beyond sending generic email and direct mail campaigns. My salesperson calls me every few months to check in and ask about the car. Even though I don’t plan to trade in for a while, I appreciate his follow-up and will more than likely call him first when I’m ready to buy. Other ways to engage include sharing short informational videos about vehicle features or new models or sending a quick note about upcoming Service specials. Make communications personal and relevant and you’ll stay top of mind with your customers.

There are many things an Automotive Sales Manager can do to be highly effective and push their team to succeed. These top five best practices are a great place to start and will help your Sales team increase productivity and ROI while slowing employee churn.

Share This

CDK Global
By CDK Global
Staff

Recent Insights

Road Tripping and Overcoming EV Range Anxiety.

Road Tripping and Overcoming EV Range Anxiety

With electric vehicles inching closer and closer to price parity with gas-powered and hybrid vehicles, interest in EVs has skyrocketed....
4 Min ReadJun 13CDK Global
Don’t Flub the Dealership Test Drive.

Why Dealerships Can't Afford To Flub the Test Drive

Nearly everyone who buys a car takes it for a test drive before they close the deal, 91% of all car...
2 Min ReadJun 11CDK Global
How A I Can Help Secure Your Dealership Service Marketing Spend.

How AI Can Help Secure Your Dealership Service Marketing Spend

U.S. auto dealerships spent $4.46 billion in advertising expenditures last year, averaging thousands per month per dealership. Advertising expenses aren’t...
2 Min ReadJun 9Jeanie Cairo
Inventory Dip Alters One Crucial Metric in May

Inventory Dip Alters One Crucial Metric in May

Inventory picked up slightly in May but still remains lower than what was witnessed last year. Overall, shoppers are just...
2 Min ReadJun 2David Thomas
How to Spot Generative A I in Automotive Retail.

How To Spot Generative AI in Automotive Retail

Every vendor in the automotive retail industry is touting artificial intelligence and innovation. From marketing tools to sales assistants, dealerships...
3 Min ReadMay 21Amber Good
How Dealership A I Tools Can Help Service Team Productivity.

How Dealership AI Tools Can Help Service Team Productivity

Eight minutes and 12 seconds may not seem like a long time, but for dealership customers stuck on hold trying...
3 Min ReadMay 14CDK Global
Make Your Entire Dealership’s Phone System Smart.

Make Your Entire Dealership’s Phone System Smart

A dealership’s phone system is integral to generating business and if it’s not up to today’s challenges it may be...
3 Min ReadMay 9Natalia Mischenko
How Your Dealership Can Prepare for Auto Parts Tariffs.

How Your Dealership Can Prepare for Auto Parts Tariffs

Navigating the world of tariffs is no easy task. It seems there’s news of changes nearly every single day. But...
3 Min ReadMay 7Adam Bigelow
Car Pros Optimizes Operations With C D K Dealership Experience.

Car Pros Optimizes Operations With CDK Dealership Xperience

Car Pros Automotive Group has a rich history, starting in the mid-'90s as a used car lot founded by CEO...
2 Min ReadMay 5CDK Global
Car Buyers Hit More Dealers Amid Tariff Turbulence

Car Buyers Hit More Dealers Amid Tariff Turbulence

If there’s any question about tariffs impacting car buyer behavior it seemed to prove out in April. While 90% of...
3 Min ReadMay 1David Thomas