Video: How AI Helps Dealerships Overcome Sales Challenges

Artificial intelligence is quickly becoming a powerful differentiator for dealerships. In a panel discussion at CDK Live NADA 2026, industry experts explored how AI is helping dealers overcome long‑standing challenges — from slow lead response times to inconsistent customer follow‑up — while elevating the overall buying experience. 

According to the latest CDK AI study, dealership AI adoption jumped from 28% to 39% in just one year, with virtual assistants leading the way. As vehicle prices rise and customer expectations increase, dealerships are turning to AI to deliver faster, smarter and more personalized interactions at every stage of the journey.

They want to have a great experience from day one. When they submit a lead and they've spent weeks or months researching, they're expecting to get an intelligent response back. Not only a quick response, but an intelligent response as well.

– Amber Good, Lead, Product Marketing, CDK Global

The conversation also examined how AI is changing the role of Sales teams rather than replacing them. By handling high lead volumes, automating follow‑ups, and maintaining engagement throughout the 18‑day average buying cycle, AI allows Sales staff to focus on high‑value conversations that build trust and close deals. However, success depends on proper training and process alignment; AI must be continuously refined just like any team member. 

Just like you train your salespeople in the Monday morning meeting every week, you have to train your AI every week.

– Matt Muilenburg, Chief Product Officer, Impel

Dealerships that embrace this shift, rethink their Business Development Center structure, and invest in AI‑enabled workflows are positioning themselves to outperform competitors. Watch the full video to hear Impel’s Matt Mullenberg and CDK’s Justin Falk and Amber Good share real‑world insights on how AI is transforming dealership operations and driving better customer outcomes.