7:34 am, September 24, 2008
A new sales enquiry management tool has been launched to dealers.
Motor Tools Unlimited describes its ‘Advanced Enquiry Management 2008’ as a ‘landmark’ tool.
Trials have seen sales improvements of up to a fifth – with accurate recording of customer enquiries improving by half.
The key to its success, say the makers, is that it’s been designed to be used on behalf of the sales staff, rather than by them. In other words, by the company receptionist.
Sales teams may have the best intentions, but they rarely record significant numbers of enquiries. Having admin staff using a common platform to do this for them, says MTU, is much more efficient.
It works by logging enquiries, allocating them to an individual member of the sales team. These can then be tracked and followed, through set stages, to a conclusion. All this can be monitored by senior managers. Stats such as conversion rates, says MTU, can be viewed at the click of a mouse.
Performance coach John Driscoll is the man behind it. He spent 25 years in senior management within the Mercedes and BMW networks, and now coaches dealer principals.
AEM08 is part of a sales performance training initiative he has developed – and has gone through two years of trials with dealers including Warwick’s Nick Whale.
The dealer principal there said that ‘installing AEM08 had an immediate and dramatic effect on our business, with recorded enquiries rising by 40 per cent and the sales rate increasing by 15 per cent overnight.’
