If I am correct (dot = # of sales from 1 rep & # of leads that rep used) then this chart fires off this idea...
[ATTACH=full]3929[/ATTACH]
Where
A = 80% of all reps (i.e. the 8 a month'er)
B = Reps burning thru leads with aweful closing ratios
C = Reps burning thru leads with higher closing ratios
D = RockStars
If selling cars is a team sport, then A, B, C & D are all a product of management's skills.
- B&C happen when a GSM/GM never looks at reporting
- A is every dealer's sales training challenge
- D is every dealer's dream team.
ALGO IDEA: Each store has a collection of reps that when put on a plot graph like this create a pattern. This pattern is a profile that sees the high-level strengths and weaknesses of the team and the leadership. It can tell you things like:
- Advertising ROI is directly tied to the dealer's pattern/profile.
- Which may cause a dealer to realize
- "Adding more leads is NOT your problem...
- Moving leads from reps in B&C to reps in A&D will get you more sales
- etc...
That was fun! Jon, I eye-balled the grid, if you run with this idea, it'll be interesting what else you'll find.
