What is the best way to introduce CRM to my dealership staff?
The best way to introduce new tools or processes is from the ground up. Interview the salespeople, service advisors, and management. Explain to them that the dealership wants to make an investment in software or services that will help them be more productive. Do the math and demonstrate that a dealership is more profitable with 10 salespeople selling 14 cars each month, than 14 salespeople selling 10. Increased productivity drives real dollars to the bottom line and decreases turnover-a dealerships biggest hidden cost. A typical dealership selling 125 cars a month needs to communicate to their clients and prospects over 8000 times a month. As soon as dealership staff and management recognize this fact, you solidify buy-in. They will appreciate that the right service makes them more money. Unless you help them understand the connection between CRM and their compensation, however, it will be an uphill battle. Who is the dealership employee most critical to successful CRM implementation?