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DealerTeam

The Sales Up and Working Prospects

This feature has the need-to-know steps when working a prospect/sales up. Learn when to create new prospects, how to add desired vehicles, track the sales process, schedule follow up tasks, and log a contact.

Feature

This Flow Chart shows the process behind manually creating a new Sales Up.

Prospect-Flow-Chart-(1).png

A prospect is a customer with the desire to buy a vehicle. Working a prospect happens in a Sales Up. The sale up record is designed to capture information about the prospect. Such as their contact information, the desired vehicle, possible trade-ins, and finance. A sales up becomes a car deal after the customer has committed to buy the vehicle and has signed the proposed write up. A sales up is not a car deal.     

A Sales Up is a record used to work a Prospect. A Prospect is a customer with the desire to buy a vehicle.

What are the benefits of this feature?

Not every customer who visits a dealership is going to purchase a vehicle. But building detailed sales ups can still provide a wealth of information.  Track the lead type. Did the customer call, send an email, or walk in? The lead date, time, and active user are recorded when the sales up is created. Measure how long the record goes untouched and know when it's open with a salesperson? Determine the lead status to get a feel for the customer. Is the prospect hot, cold, unresponsive, or bought elsewhere?

Include one or multiple desired vehicles to a sales up. Use the stock number look-up field to search for a vehicle in-stock or manually enter the year, make, model, and trim if the desired vehicle is not in-stock. Use analytics over time to learn what your customers are shopping for and floor the right vehicles. Negotiate better trade-ins, make smarter dealer trades, and stay on top of consumer trends.     

Capture what source drove the customer to your dealership. Was it a referral, repeat customer, internet search, or printed ad? Is the money spent on third-party vendors generating good business or bogus leads? Over a period of time a dealership can measure how well advertising dollars are being converted into traffic. Further more, measure how well the sales team converts that traffic into sold customers.   

Tracking the sales process helps management learn where customers drop off and how to help direct the sales team. How well are we greeting the customer and making a friend? Are phone ups resulting in set appointments? Did the customer show? Did the sales consultant listen to the customer's needs and present the right vehicle? How many prospects choose to demo the vehicle? were converted into write-ups?  

Customers rarely lay down, so this makes follow up an important part of the sales process. Open tasks and activity history for the prospect both get recorded in the sales up. Managers can track last activity dates and enforce that new tasks are being assigned. Past-due activities are displayed on every user's home page and show in red. Reports can be scheduled to see who falls behind on their follow up and managers can hold each sales consultant responsible.  

 

When to use this feature?

A sales up should be created anytime a customer shows interest in a vehicle or gives a sales consultant enough information to conduct follow up. There are five required fields to create a sales up; First Name, Last Name, Lead Date, Lead Type, and Lead Status.

The user who created the sales up becomes the record owner. The system enforces coverage by allowing only the owner access to the record. Managers can change the owner or assign a second salesperson to grant access to other users. Encourage creating sales ups as a clear way to establish ownership of customers and maintain coverage.     

When you use this feature, you gain some best practices behind working a prospect and the value of building detailed sales up records. Use this feature to train new employees and continue education for the entire sales department.