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Internet Department vs. Floor Sales Staff
- Thread starter Alex Snyder
- Start date
I am trying to intergrate the Internet Department with the Sales Floor, however we all know that it is dificult. Do any of you have any ideas?
- May 1, 2005
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- Jeff
@Mallory Keller Mallory, that's one loaded question. You may want to join and search through our forums at DealerRefresh Automotive Dealer Forums.
First thing to consider - is upper management on board with this initiative? If not, then you'll be fighting a loosing battle from day one.
First thing to consider - is upper management on board with this initiative? If not, then you'll be fighting a loosing battle from day one.
Can someone please tell me if this sounds normal or fair ? I work at a dealer that sells 140 cars new and used combined. We have a BDC who sets all the appointments for the floor and the Internet. All the Internet leads via email or phone using the "internet phone"go to two salesmen and the phone ups to the floor. The Internet team sells 20-25 cars each while the floor team averages about 12-15 each. Seems to me a bit unfair since the BDC sets the appointments and does the follow up. Does anyone have a system that keeps the whole floor happy and making money ?
I think that it's a very good think to intergrate the Internet Department with the Sales Floor. they are gettinig closer, online and offline sales must work together! thanks for the post and keep up the good work!
Interesting discussions. I am starting over after wiping myself out in the stock market. Sales is my chosen profession going forward, and I am seriously considering going into automotive sales. It's my hope you can give me some advice.
I've spoken to multiple dealerships now. One had a classic floor sales team, who they try to motivate to use the phone more, but surprisingly did not even use emails or have email addresses on their website or biz cards. Others had floor sales staff and e-commerce staff. One seemed to have some organized way to distribute both leads and walk-in traffic so there seemed to be some fairness in their distribution. Most seemed to just leave it up to the guys and gals on the sales floor, so whoever was most aggressive and got to someone first go that person.
I can sell, phone or face to face, and can write well, so emails are fine too. Ideally, I would like a combination of all three, but ultimately my interest is where I would most likely be able to make a steadier and greater income, in this ever evolving high tech world we are in. Auto sales guys have long had a bad reputation, but as with anything, there are good and bad. I've heard people complain how the internet is causing incomes to drop. That said, I imagine there has to be a way to leverage the Internet and the phone together to make more money, not less. I like that this kind of sales career is community based. I like the income potential, and being able to be both indoors and outdoors, speaking with people on the phone, speaking with them in person, and building a network of contacts/prospects as I go about my daily life.
I had been thinking that if I could find a dealership, new and used, that had enough walk-in traffic that over time I could average maybe a $3k-$4k/mo income just from that, and get creative and motivated daily using the phone to reach out and build a larger customer base and referral network that way, that added effort would be what it took to get me to six figures annually.
Now, hearing all the high income promises in job postings, and the wide variety of dealership approaches to this changing environment, I don't know what to think. Now, I am imagining that there might be a dealership that has e-commerce/phone sales people who not only take incoming emails and calls, but can proactively call out, and thru either approach get to keep those prospects, build those relationships, and ultimately schedule in-person appointments for me not for some else. I think the relationship should be maintained with one person beginning to end, but I am concerned that e-commerce/phone sales people are used more to set appointments for floor sales staff.
I would either want to be on the floor, but free to use my smart phone to be dialing out and answering forwarded calls, between any walk-in traffic that occurs, maybe going to my desk sporadically, or be a straight on e-commerce/phone sales guy, not a floor sales guy, but be able to set and keep all my own appointments, maybe even taking walk-in traffic from time to time during busy periods.
Can any of you tell me if any of the above scenarious are realistic? In which scenario would I be more likely to make a greater income, as a floor sales guy, or an e-commerce/phone sales guy? Other suggestions? Thank you so much.
I've spoken to multiple dealerships now. One had a classic floor sales team, who they try to motivate to use the phone more, but surprisingly did not even use emails or have email addresses on their website or biz cards. Others had floor sales staff and e-commerce staff. One seemed to have some organized way to distribute both leads and walk-in traffic so there seemed to be some fairness in their distribution. Most seemed to just leave it up to the guys and gals on the sales floor, so whoever was most aggressive and got to someone first go that person.
I can sell, phone or face to face, and can write well, so emails are fine too. Ideally, I would like a combination of all three, but ultimately my interest is where I would most likely be able to make a steadier and greater income, in this ever evolving high tech world we are in. Auto sales guys have long had a bad reputation, but as with anything, there are good and bad. I've heard people complain how the internet is causing incomes to drop. That said, I imagine there has to be a way to leverage the Internet and the phone together to make more money, not less. I like that this kind of sales career is community based. I like the income potential, and being able to be both indoors and outdoors, speaking with people on the phone, speaking with them in person, and building a network of contacts/prospects as I go about my daily life.
I had been thinking that if I could find a dealership, new and used, that had enough walk-in traffic that over time I could average maybe a $3k-$4k/mo income just from that, and get creative and motivated daily using the phone to reach out and build a larger customer base and referral network that way, that added effort would be what it took to get me to six figures annually.
Now, hearing all the high income promises in job postings, and the wide variety of dealership approaches to this changing environment, I don't know what to think. Now, I am imagining that there might be a dealership that has e-commerce/phone sales people who not only take incoming emails and calls, but can proactively call out, and thru either approach get to keep those prospects, build those relationships, and ultimately schedule in-person appointments for me not for some else. I think the relationship should be maintained with one person beginning to end, but I am concerned that e-commerce/phone sales people are used more to set appointments for floor sales staff.
I would either want to be on the floor, but free to use my smart phone to be dialing out and answering forwarded calls, between any walk-in traffic that occurs, maybe going to my desk sporadically, or be a straight on e-commerce/phone sales guy, not a floor sales guy, but be able to set and keep all my own appointments, maybe even taking walk-in traffic from time to time during busy periods.
Can any of you tell me if any of the above scenarious are realistic? In which scenario would I be more likely to make a greater income, as a floor sales guy, or an e-commerce/phone sales guy? Other suggestions? Thank you so much.
Mallory Keller Mallory,
My Internet Department and my sales floor is very integrated. It may not work for everyone but it works here. I have a single person who does my BDC and I have a Internet manager and myself. We take in all the leads new and used and when a appointment has been set and the customer comes in we introduce them to a trusted salesperson that we work with. It seems to make the whole store money this way and everyone is very happy.
My Internet Department and my sales floor is very integrated. It may not work for everyone but it works here. I have a single person who does my BDC and I have a Internet manager and myself. We take in all the leads new and used and when a appointment has been set and the customer comes in we introduce them to a trusted salesperson that we work with. It seems to make the whole store money this way and everyone is very happy.
Mallory Keller Mallory,
My Internet Department and my sales floor is very integrated. It may not work for everyone but it works here. I have a single person who does my BDC and I have a Internet manager and myself. We take in all the leads new and used and when a appointment has been set and the customer comes in we introduce them to a trusted salesperson that we work with. It seems to make the whole store money this way and everyone is very happy.
My Internet Department and my sales floor is very integrated. It may not work for everyone but it works here. I have a single person who does my BDC and I have a Internet manager and myself. We take in all the leads new and used and when a appointment has been set and the customer comes in we introduce them to a trusted salesperson that we work with. It seems to make the whole store money this way and everyone is very happy.
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