Digital Dealer - April 2020 - 28
S A L E S & VA R I A B L E O P S
Process & Performance
By
Jason Drucker
Chief Operating Officer,
Foureyes
Why Sales Efficiency Needs
to be Your Mantra in 2020
>
There's a number that keeps
me up at night: 34%. That's the
percentage of time the average sales
professional spends selling, according to Salesforce. And having started
my career in sales, I wouldn't be shocked
if it was actually lower than that. But let's
assume Salesforce is right and just onethird of a sales professional's work time is
spent doing what we hire them to do. It's
no wonder that in the same report, 57% of
sales professionals say they expect to miss
their quota this year.
To me, the math makes it so clear that
our biggest lever to improve sales out-
28
[ d i g i t a l d e a l e r. c o m ]
comes is to enable our salespeople to
spend more time selling. And that means
really thinking about sales efficiency.
What are some ways to enable frontline
salespeople to spend more time selling?
What does efficiency look like when we
assume that the things salespeople are
doing with the other 66% of their time are
actually things we need them to do - like
CRM entries and contract production?
Plan for 85%
I'm going to start with a radical idea right
out the gate. Stop expecting perfect CRM
adherence out of your sales teams. Train
people on what they are supposed to do,
explain the value, and then leverage automation to do what humans don't do well:
handling routine tasks with 100% accuracy,
100% of the time.
There are sales enablement tools available in the market today that make sure
the basic block-and-tackle sales actions
are handled for your team. Yes, you can
buy software that makes sure all your
sales leads are logged in your CRM. Yes,
there are solutions to send personalized
shopping notifications to every lead in
your CRM when there are changes to the
inventory they are specifically interested
April 2020
http://www.digitaldealer.com
Digital Dealer - April 2020
Table of Contents for the Digital Edition of Digital Dealer - April 2020
Digital Dealer - April 2020
Up To Speed|Tech, Dealer News, & People On The Move
Direct From Facebook |Q&A With Facebook
Fixed Operations Fundamentals That Drive Critical Service Customer Retention
Succession Planning Estate Taxes - Still A Problem For Succession
Buy/Sell The 2019 Buy/Sell Market In Review And Expectations For 2020
Branding Sorry, Your Customers Aren't Buying It
Analysis What’s Next In Tier 2 Advertising? Making The Case For “Direct-To- Dealer”
Process & Performance Why Sales Efficiency Needs To Be Your Mantra In 2020
Branding When Dealership Leads Aren’t Enough To Make Your Month
Customer Retention Turbocharge Your Owner Retention Program (Orp) Marketing
Website Less Is More: Optimizing Websites Through Design
Seo/Sem Google Changes The Google My Business Rules For Car Dealers
Digital Retail Lessons From Amazon: How Dealers Can Avoid Becoming The Next Blockbuster
Industry Happenings |Nada 2020 - A Quick Look Recap
Fixed Operations Trading Dollars For Service And Trading Service For Dollars
Digital Dealer - April 2020 - CT1
Digital Dealer - April 2020 - CT2
Digital Dealer - April 2020 - Digital Dealer - April 2020
Digital Dealer - April 2020 - Cover2
Digital Dealer - April 2020 - 1
Digital Dealer - April 2020 - 2
Digital Dealer - April 2020 - 3
Digital Dealer - April 2020 - 4
Digital Dealer - April 2020 - 5
Digital Dealer - April 2020 - Up To Speed|Tech, Dealer News, & People On The Move
Digital Dealer - April 2020 - 7
Digital Dealer - April 2020 - Direct From Facebook |Q&A With Facebook
Digital Dealer - April 2020 - 9
Digital Dealer - April 2020 - Fixed Operations Fundamentals That Drive Critical Service Customer Retention
Digital Dealer - April 2020 - 11
Digital Dealer - April 2020 - Succession Planning Estate Taxes - Still A Problem For Succession
Digital Dealer - April 2020 - 13
Digital Dealer - April 2020 - Buy/Sell The 2019 Buy/Sell Market In Review And Expectations For 2020
Digital Dealer - April 2020 - 15
Digital Dealer - April 2020 - 16
Digital Dealer - April 2020 - 17
Digital Dealer - April 2020 - 18
Digital Dealer - April 2020 - 19
Digital Dealer - April 2020 - 20
Digital Dealer - April 2020 - 21
Digital Dealer - April 2020 - 22
Digital Dealer - April 2020 - 23
Digital Dealer - April 2020 - Branding Sorry, Your Customers Aren't Buying It
Digital Dealer - April 2020 - 25
Digital Dealer - April 2020 - Analysis What’s Next In Tier 2 Advertising? Making The Case For “Direct-To- Dealer”
Digital Dealer - April 2020 - 27
Digital Dealer - April 2020 - Process & Performance Why Sales Efficiency Needs To Be Your Mantra In 2020
Digital Dealer - April 2020 - 29
Digital Dealer - April 2020 - Branding When Dealership Leads Aren’t Enough To Make Your Month
Digital Dealer - April 2020 - 31
Digital Dealer - April 2020 - Customer Retention Turbocharge Your Owner Retention Program (Orp) Marketing
Digital Dealer - April 2020 - 33
Digital Dealer - April 2020 - Website Less Is More: Optimizing Websites Through Design
Digital Dealer - April 2020 - 35
Digital Dealer - April 2020 - Seo/Sem Google Changes The Google My Business Rules For Car Dealers
Digital Dealer - April 2020 - 37
Digital Dealer - April 2020 - Digital Retail Lessons From Amazon: How Dealers Can Avoid Becoming The Next Blockbuster
Digital Dealer - April 2020 - 39
Digital Dealer - April 2020 - Industry Happenings |Nada 2020 - A Quick Look Recap
Digital Dealer - April 2020 - 41
Digital Dealer - April 2020 - Fixed Operations Trading Dollars For Service And Trading Service For Dollars
Digital Dealer - April 2020 - Cover3
Digital Dealer - April 2020 - Cover4
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