Resource topic
dealership
Reassign Stalled Dealership Leads on a Rule, Not a Mood
Build a written rule for moving stalled dealership leads to a new owner — inactivity triggers based on activity rather than age, a required handoff note, and a monthly outcome check. You'll finish with a process you can run in an afternoon and edit with real numbers.
A Pre-Launch Risk Review for Dealership Automated Outbound Campaigns
Run a five-part records check before any automated call or text campaign leaves your store — consent, suppression, opt-outs, number hygiene, and vendor evidence. You'll finish with a signed one-page gate and know exactly which vendor answers were real.
Find the Broken Promise Behind Your CSI Score
Walk five recent deals end to end — ad, BDC call, CRM handoff, showroom, delivery, follow-up — and find the exact sentence where the customer's expectation stopped matching what your store does. You'll leave with two assigned fixes instead of another survey-score conversation.
Auditing Performance Pressure on Your Dealership Sales Floor
You'll be able to tell the difference between urgency that makes reps act and pressure that makes them hide, using recorded conversations and escalation counts instead of vibes. You'll also get the specific decision-quality checks that show what unpredictable management is costing in gross.
Build an After-Hours Lead Coverage Plan Your Store Will Actually Follow
You'll leave with a channel-by-channel coverage table, a green/yellow/red list of what an after-hours rep may say, and a five-field morning handoff that stops the 8am rep from re-asking what the customer already answered. Plus the numbers to get your owner to sign off on the cost.
Sort Your CRM Follow-Up by Engagement and Stage, Not Lead Age
Replace your age-sorted CRM task list with five work queues built on buyer engagement and deal stage, each with its own touch cadence and exit rule. You'll also get three manager exception views that tell you which deals to step into today.
Run an Execution Audit Before You Cut a Lead Source
You'll be able to settle the "our leads are junk" argument with a 30-lead grid that compares response time, attempts, CRM notes, appointment asks, and outcomes side by side. And you'll know which findings belong to the vendor and which belong to a rep.
Stop Reading the Aging List and Start Assigning It
Turn your weekly aging list from a status update into a register where every unit leaves with one decision, one name, a due date, and an automatic escalation. You'll get a repeatable format you can run in under thirty minutes starting next week.
A Post-Sale Follow-Up Ownership Map for Your Dealership
Split post-sale follow-up into four zones with exactly one owner each, from the 48-hour delivery check-in through the twelve-month CRM handoff. You'll leave with the questions, the review cadence, and the three numbers to track monthly.
Four Standards That Make the Dealership Buying Process Predictable
You'll get four written standards — next-step explanations, wait-time updates, document readiness, and named handoffs — plus the exact sentences reps say at each one. You'll also get a four-week rollout and a way to inspect each standard without guessing.
When a Sales Manager Should Step Into a Live Deal, and What the Rep Still Owns
You'll leave with a written intervention boundary: four triggers that justify stepping into a live deal, three things the rep keeps no matter what, and a three-question debrief you can run in four minutes. It turns manager takeovers from deal rescues into rep development.
Run a Monthly Trade-Appraisal Variance Review at Your Store
You'll be able to run a 75-minute monthly meeting that compares every exited trade's original ACV, estimated versus actual recon, and real exit against what the appraiser assumed. You'll leave with three specific rules that narrow the variance instead of vague advice to "be more careful."
A Monthly Dealership Mystery-Shop Program That Produces Assigned Fixes
You'll be able to run four mystery shops a month across internet leads, phone-ups, trade forms, and credit applications, and score each one on nine yes/no items. Then you'll sort every failure into person, process, or tool, and assign three fixes with owners and due dates.
Trace Every Blown Deal Back to the First Assumption That Moved
Payment shock has seven possible causes, and the biggest variance is rarely the first one. You'll learn to build a seven-row trace sheet that names which assumption moved first, who knew it, and how long the customer waited to hear it.
The Weekly Gross-Leakage Review That Assigns a Code and a Name to Every Soft Deal
You'll leave with a set of reason codes for discounts, trade overallowances, recon delays, and BDC handoff losses, plus a 45-minute meeting format that assigns one owner to each. By week three you'll see which single pattern is costing you the most gross.
Audit the Gap Between Your Sales Reports and What Actually Happens on the Floor
You'll get a four-column audit for comparing what your dealership reports claim against what you observe on the floor over 12 real deals. By the end you'll know which two gaps to fix, who owns each one, and how to check in 30 days.
Managing Dealership Appointment Show Rate as a Process, Not a Percentage
Break show rate into four measurable jobs — appointment quality, confirmation completion, pre-arrival value, and no-show recovery — each with a named owner. You'll leave with a grid you can run every Monday in fifteen minutes and a two-week test to fix the weakest cell.
Catch Negative Equity in the First 15 Minutes, Not the Fourth Hour
You'll be able to catch upside-down trade-in deals in the first 15 minutes instead of the fourth hour, using five specific fields your desk requires before any worksheet goes up. Includes the exact sentences reps use to get a real payoff, a real cash-down capacity, and a real payment conversation.
Design Your Dealership Buy Center Around the Five Handoffs That Break
You'll get a working blueprint for a dealership buy center — the service-lane trigger, the 10-minute digital lead standard, single-owner appraisals, two follow-up tracks, and a weekly want list. Plus the ten-call monthly audit that tells you which handoff is leaking.
The Five Fields Every Unsold Showroom Customer Should Leave Behind
You'll be able to replace vague "wants to think about it" notes with a five-field exit record any rep can act on cold. And you'll get a weekly audit that shows whether the agreed next step actually happened.
The Five-Layer Pricing Audit Every Dealership Should Run Twice a Year
Walk your own pricing the way a customer does — advertised price, mandatory add-ons, third-party listings, employee social posts, and the first showroom worksheet — and find exactly where the number changes. You'll finish with a one-page list of gaps, dollar amounts, and owners.
Three Lead Sources, Three Follow-Up Standards, One Audit That Proves It
You'll write three separate follow-up standards — one each for internet leads, phone ups, and showroom traffic — with speed targets, channel order, and stop rules. Then you'll run a 90-minute CRM audit on ten records from each source to find out which standard is actually being executed.
Reconcile Your Closed-Lost Records Before You Believe Them
You'll get a weekly process for verifying what really happened to unsold showroom customers, correcting the loss reason in your CRM, and rolling the recurring breakdowns into one process change. It takes about 45 minutes a week and 10 records.
A First-30-Days Work Plan for New Dealership Sales Hires
A day-by-day 30-day work plan for new dealership sales hires, built on four daily assignments: rehearsal, live customer exposure, CRM entry, and a ten-minute manager debrief. You'll be able to build it as a one-page checklist and know by day 12 whether the hire is going to make it.
Run Stay Interviews at 30, 60, and 90 Days With Every New Sales Hire
You'll get a question-by-question script for three short conversations that surface role, pay-plan, training, schedule, and manager-support gaps while they're still fixable. And you'll get a simple fix log so the answers actually turn into changes instead of a folder nobody opens.
Stop Counting Touches and Start Counting Whether the Lead Moved
Swap your BDC activity report for six metrics that show whether a lead actually moved: replies, live connections, appointment asks, sets, shows, and next-step ownership. You'll get a four-week rollout plan and the exact CRM note that counts as a real next step.
A Readiness Gate for New Dealership Hires Before You Turn Them Loose
Build a three-stage readiness gate that says exactly when a new hire can take internet leads, phone-ups, and showroom customers without supervision. Every item on it is something you can watch them do and mark pass or fail.
Turn Repeat Review Complaints Into One Assigned Process Fix a Month
You'll learn how to code your dealership's reviews by process step, find the complaint that repeats, and turn it into a specific sentence a rep says at a specific moment. Then you'll verify the fix by scoring recorded calls instead of waiting on the review page.
Write the Dealership Sales Job Before You Post the Ad
Most 90-day washouts are decided before the interview, because nobody wrote down what the job actually is. Here's a one-page definition of workload, schedule, standards, and ramp — plus the interview questions that prove a candidate can do it.
Four Reasons a Rep Skips a Step, and Why Only One of Them Is an Attitude Problem
When a rep skips a required step, the cause is one of four things — and each one needs a different fix. This gives you a ten-minute diagnostic you can run with a call recording and the rep in the room.
How to Audit an Outsourced BDC Without Taking the Vendor's Word for It
You'll leave with a 20-call sampling method, a four-point appointment quality rubric, and a two-minute test for CRM notes that exposes gaps before your salespeople hit them. You'll also know exactly what to ask the vendor to change and how to verify it in 30 days.
When Your Automated Follow-Up Should Shut Up and Hand the Lead to a Person
You'll leave with four written if/then rules that decide when automated lead follow-up stops and a named human takes over — with response clocks, owners, and the exact first sentence to send. Plus a five-conversation weekly audit to catch handoffs that never fired.