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DealerTeam

The Sales Up and Working Prospects

The Sales Up

 

This feature covers the basic functions of a Sales Up when working a prospect. Learn when to create a new Sales Ups and the advantages behind gathering valuable information about the prospect.

Details on a Sales Up include Lead Name, Lead Date, Status, Lead Type and Source. Along with important contact information about Buyer and Co-Buyer. Sales Ups are also where Salespersons and Desk Managers get assigned to a prospecting customer.

Tasks performed while working a Sales Up include Status Updates, schedule Follow Up, Log Calls, add Desired Vehicles, collect Trade-in information and note Finance options. For a Mobility Consultant, a prospect's Need Analysis can also be collected in a Sales Up.    

Action Buttons located in a Sales Up perform helpful functions. The Create Appointment button should always be used to schedule sales appointments. The Start Appraisal and VIN Decode Trade-In buttons save valuable time when negotiating a trade-in vehicle.  The Create New Deal button promotes information from a Sales Up and creates a new deal. Other buttons include Edit, Sharing, and Find Duplicates.     

Users who create the Sales Up get assigned as the Record Owner by system default. This enforces user coverage while working a prospect. Record owners can easily be changed or re-assigned by Managers and BDC reps.  Sharing permissions can also be granted or additional salespersons can be added to allow access without changing the Record Owner.

 

Flow Chart - Creating a new Sales Up.

Prospect Flow Chart - Create a New Sales Up

 

When to Create a Sales Up?

A Sales Up should be created when a prospect shows interest in a vehicle. Under the scenario where a customer show interest but no vehicle is discussed, a Sales Up should be created when a enough information has been collected to conduct follow up. 

The main purpose of a Sales Up record is to gather all the necessary information needed to structure a car deal. The process can take weeks before a customer commits and a Sales Up is promoted to a car deal. A sales up is not a car deal.    

 

Select a Record Type

When creating a new Sales Up, first choose one of the available Record Types

 

Record Type Name Description
Curb Purchase  Transactions where the dealership purchases a vehicle from a customer without selling an Inventory Vehicle
Equipment Only Used to sell equipment to a customer for use on their own chassis
Standard Sales Up Standard transaction where selling an Inventory Vehicle and potentially taking a Trade In

 

Six Required Fields

Sales Ups are intended to be created quickly. Out of the six fields required, only First Name, Last Name, and Lead Type need to be populated manually.  Lead Date, Lead Status and Owner are set by default, or they can be modified.    

 

Required Fields set by the User Required Fields set by default 
  • First Name 
  • Last Name
  • Lead Type
  • Lead Date
  • Lead Status
  • Owner

 

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

 

Key benefits to working a Sales Up

 

Track the Lead - Not every customer who visits a dealership is going to purchase a vehicle. However, building a detailed Sales Up can still provide a wealth of information. Did the customer call, email, or walk in? The Lead Date, Time, and Owner are recorded when the Sales Up is created. Measure response time and see how long the record goes untouched before it's open with a salesperson. Update the Lead Status and track the sale process. Run analytics to see where the sales process keeps breaking down and improve your sales team.

Desired Vehicles - Include one or multiple desired vehicles to a Sales Up. Use stock numbers or vehicle description to search inventory in-stock, or manually enter the Year, Make, Model, and Trim to record a vehicle not in-stock. Collect analytics over time and floor the right vehicles, negotiate better trade-ins, make smart dealer trades, and stay on top of consumer trends.     

Lead Source - Always capture what source brought 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 new leads in to a sold customers and calculate ROI.       

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