Your Process is Holding You Back – Part 3: Efficiency

In part one of this series we unpacked the importance of having a predictable sales process and in part two we identified measuring the “cause” is a key element of improving a process. 

In part three we talk about the positive outcome of investing in a modern sales process. 

Unfortunately, efficiency is not the word that describes the sales process in most automotive retail organizations. Disconnected is the common denominator. Technology that is not integrated, training that is inconsistent across multiple tools, and a lack of measurable controls to identify issues in the sales process lead to perpetual inefficiencies. 

Efficiency is felt on both sides of the automotive transaction. The guest is often in a posture of expecting a non-transparent and inefficient process and automotive retail professionals typically have five tabs open on their browser conducting gymnastics to move a deal step by step in the process. 

To wrap up our three-part series, let’s hit the key components of making progress toward an efficient sales process. Technology, Training, Expectations. 

Technology: 

The suite of products needed to transact on a vehicle needs to be reduced, ideally to one. One tab should be utilized throughout the entire transaction. A2Z is a Dealership Experience Platform that provides a simple and connected process. With a DXP, you are eliminating redundant data entry, providing a transparent customer experience and staying ahead of the demands of looming FTC requirements. 

Training: 

Dedicating your operation to a culture of training is absolutely essential in building an efficient and predictable process. Declaring the expectations before and during the training will ensure that the sales staff is on the same page and will understand what scoreboard they will be accountable to and how they will know (not feel) if the process is being executed

Expectations: 

A sales process that is predictable is also measurable. When you design your ideal sales process the expectation should be set that the process should be followed tightly with every transaction. This reduces anxiety for sales leaders because once this is implemented and the expectations are known they can open the doors with confidence that the guests will be guided down a consistent path every time. 

The byproduct of a great sales process increases the throughput of the store, improves CSI, and earns repeat business. 

Although an optimized sales process may not sound very sexy, the results are and can be a true differentiator in your market. The authenticity of a better guest experience travels, it becomes your identity and everything becomes easier. 

It’s easier to onboard new team members because there is a script to follow. The cost to acquire new customers decreases because the reviews and repeat customers increase. Profitability improves because of higher throughput and products purchased due to the increased transparency and efficiency in your business model. 

The improvement of the sales process starts with a vision of your ideal sales process – one that should be repeated for every guest. Once that vision is established, write it down and share the expectation with others. Next, find the technology and training to execute your ideal sales process. The team at A2Z encourages you to centralize your sales process on one platform. 

We have been in the business of building efficient sales processes in the capacity of providing software and in the capacity of leading sales teams in automotive retail. Take the next step in creating a world-class sales process by booking a demo and discussing what your ideal sales process looks like. We would love the opportunity to connect.

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