- Aug 13, 2009
- 74
- 7
- First Name
- Walt
Something that has been on our minds a while at our store is dedicating a select sales rep to handle all new inbound leads on new vehicles only. To give you some background I work for an auto group where the store in question handles new Toyota, GMC, Buick, and Cadillac models as well as stocks over 100 pre owned vehicles. Our pre owned net sales due to our vast inventory, competitve vAuto pricing, and great special finance department have been outstanding, but new car sales are lack luster to say the least. The main reason we feel that we are underperforming in the new car department is due to the fact our green net sales reps lack the product knowledge and understanding of the new car customer to properly handle these leads. This combined with an abundance of "lowest hangnig fruit" pre owned leads makes it hard for them to follow up with the quality and regularity it takes to close new car leads. We have a few more expierenced net sales reps who we feel could handle these new leads best and by giving them all to a select one or few this would free them up to follow up better and more frequently. Obviously this is a band aid to help spur some growth in a net dept at a store where we are growing so rapidly that its hard to properly train ALL new sales reps with the product and process knowledge it takes to handle the new car customer, but hope it will produce some results once implemented till we can either train all reps better or completely seperate our net department to a new and used division. Has anyone tried a process like this? Any ideas or suggestions? Any insight would be appreciated and any questions you may have about us or our process are welcome as im sure more info could help everyone with your input. Thanks in advance! Im looking forward to everyones inisights and opinions!