EASY ACCESS TO SALES DATA CAN IMPROVE SALES PERFORMANCE, FILL IN GAPS

If someone asks how your business is doing, you certainly can answer if business is up or down compared to last year. But do you know which salespeople are producing the most business or have the highest average sale? What about which customers have purchased the most from you?

Easy access to sales metrics and customer purchase history and other relevant data provides dealers with important insight as to where improvements are needed to boost your sales team’s performance and fill in the gaps of customer sales. This information at your fingertips can be very powerful, especially during your slower periods.

Use your dealership management’s reporting tools to get up-to-the minute stats on sales by department to see which department’s need a little help, and drill further down to sales by employee to determine who your top performers are. Harry J. Friedman, an internationally acclaimed retail consultant says “For starters, you need to gather the “bare bones” metrics for each salesperson on a daily basis. With any luck, you already have a POS system that gives you this information, or another system for obtaining this data regularly. See some of the more critical metrics Friedman recommends that you watch as well as the types of insight you can gather from these numbers to help each individual substantially increase their sales performance.

The ASPEN dealership management system features powerful contact management and CRM tools that allow you to segment your customers to market to them by type, warranty expiration, last service date, type of equipment owned, etc. You can also create your own scenarios to classify your customers by their sales history and sales by department. For example, by comparing data to find out which customers have purchased units but not parts or service from you, you can reach out to these customers with a targeted email and or direct mail marketing promotion.

Use ASPEN for a quick email campaign, and apply follow-up tasks for your sales staff for your selected group right from the ASPEN screen, or export the lists from ASPEN to send direct mail.

However you choose to reach out to your customers, all of your communications are logged onto the selected customers’ records, building a rich customer history to continue to draw on.

Learn more about how using a CRM can benefit your business and improve your processes.  Charter Software offers a free, downloadable guide book of how to connect all your dealership’s department using a CRM.