CRM and Dealer Executives

CRM and Dealer Executives

A new guest blog by Don Buttrey, President of Sales Professional Training. Today, Don shares with us the importance of CRM for Dealer Executives.

Customer Relationship Management is a long way from a salesman having his little black book. This concept causes concern in the executive leadership of the business and the sales teams.

HELP! I’m in CRM hell!

Here are a few of the reasons that dealer principals and leaders are constrained to have a functional CRM solution:

  • Coverage, market share growth, awareness/participation and better service
  • Real time selling information
  • Team selling and strategic growth of key accounts
  • Marketing campaigns (focused mailers, promotions etc)
  • Dealership possession of market and customer information (not out in a salespersons trunk or private laptop)
  • Benchmarking and accountability of activities

Do these points look familiar? How you overcome them and move forward is a critical decision and implementation.

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