Your Process is Holding You Back – Part 2: Measurability

As the old adage goes – you can’t improve what you can’t measure. In part 2 of our series, we will focus on the problems that disconnected steps in the process run on different software systems make measuring your sales process difficult. 

The mentality of measuring a process has unique attributes as compared to the sales performance of a store. Measuring the sales process is accounting for the cause. Measuring sales performance is accounting for the effect. 

Most software in the sales process in automotive provides metrics on the effect exclusively. The disconnected nature of the traditional software tools in the sales process dictates that this will be a blind spot in measuring the sales process. 

Minimizing the number of software tools in the sales process is the first step in addressing the problem of measuring the cause and unlocking the power of dialing in a consistent and predictable sales process within your store. When you account for multiple stores having the same measurable process these metrics become even more powerful as you are able to benchmark high-performing stores and understand how “cause” elements of their sales process are leading to higher “effect” outcomes. 

To give an example. One store at an automotive group may be seeing higher than desired time presenting the first pencil to the guest. When the VP of Operations studies the sales process they realize that the test drive agreement step in the process was below standard in that store. 

Because the store was off the process of having a sales manager check out the license plate for a test drive they were not establishing a complete address from the driver’s license in the software at that step. 

The effect of that was a clumsy moment down the line when the sales associate was asking for the address when presenting the first pencil when it should have already been available.

The faster process is having the sales manager load and verify the tax rate of the guest while they were out for a test drive and have the first pencil already established when the guest returned.

Many cause metrics within the sales process are focused on ratios and time. Ratios articulate the rate at which the steps in the process are successfully completed. Time is a measure of the efficiency of that process. 

Having these metrics on hand is essential to understanding where your process is excelling and where it needs work. 

Stores that have a firm handle on these metrics are able to confidently make staffing decisions because they know their capacity and what their possible throughput is. In fact, many of our clients that make the choice of going to a single point-of-contact sales model are highly interested in increasing the throughput of their sales process because they have measured their efficiency and need more professionals to be able to take a guest from the start to finish to increase their total process throughput. 

The A2Z Dealership Experience Platform (DXP) centralizes the essential last-mile transaction steps in the sales process. It provides sales leaders with an omnipresent awareness of what step every deal is at within the store in one single interface. Book a demo with our team to see how our DXP empowers your sales process to be predictable, measurable, and efficient 

A2Z will be at NADA SHOW January 26-29 in Dallas, TX

Schedule a live demo with us while you’re at the show!

A2Z is Built for Marketing
& Brand Leaders

Improve the CX of the dealership by delivering an experience that is faster and more transparent. Eliminate the conflict and friction by unifying the same technology that customers interact with online and in-store.
 
  • Leverage DigitalLane to provide customized journeys so your guests can experience a seamless transition from online to in-store
  • Take comfort knowing that the online strategy was built in-store first improving trust and partnership with sales leaders
  • Develop your brand with authentic promises of efficiency and transparency that is woven throughout every aspect of your messaging

A2Z is Built for Finance Managers

Present F&I Products consistently and within the context of every deal. Deliver information to guests faster by leveraging the A2Z integrations to avoid data re-entry and increasing the throughput of every F&I Manager.

  • Have a full view into the entire sales cycle in real time
  • Reduce the data re-entry and streamline desking, lending decisions and menu presentations
  • Stay compliant for every presentation every time
 

A2Z is Built for Sales Managers

Sales Managers have complete visibility of the sales process every step of the way. Build menus, measure effectiveness, and train to a consistent and cohesive process – In one process-oriented platform.

Platform

  • Centralization prepares for scale. Unify Sales Operations by using our simple and connected platform, creating a consistent training and development process for your entire dealer group.
  • In-Store: Predictability leads to increased profits. Standardize your Sales Process and deliver a consistent customer experience in every store.
  • Desking: Efficiency drives customer experience. Exponentially enhance your Sales Manager’s ability to build menus, while presenting customers with real-time finance options across multiple deals.

A2Z is Built For Operators

Operations leaders utilize the A2Z platform to systemize their sales process delivering a consistent guest experience. A2Z decreases transaction times and reduces costs by consolidating multiple tools into one. 

Reduce Costs

  • A2Z reduces your tech-stack expense by providing an all-in-one system.
  • On average, our partners eliminate the need for three vendors and save up to $1500 per month.

Increase Productivity

  • With A2Z, you can reduce the time it takes to sell a car by 1-2 hours per transaction.
  • By reducing the time it takes to transact, you have happier customers and effectively give that time back to your sales staff to get more done.

Monitor Progress

  • A2Z provides real-time data that measures every step in the sales process.
  • You can monitor events as they’re happening in your store.
  • You can coach employees on leveling up based on facts, not feelings, from meet and greet through digital signatures