The ideal sales person loves getting in front of the customer, talking to their pain point, developing relations, understanding the specific nuances of a customer situation, making a sale & cajoling the rest of the organization to ensure the customer is happy. However, the sales management function, still needs to give direction to the sales force on 1) What customers to focus & 2) Relevant information to address dealers’ pain points. AutoLeg monitors the dealer inventory of tens of thousands of dealers and can help the auto auction sales management team in addressing these issues.
What customers to focus on
Most auto auction companies have generic market share nationally or in their region but they do not know their share of wallet at the dealer level. For instance, sales people may spend in excessive amount of time with customers where they have an 80% share of wallet because they have the best relationships with them. However, they may completely ignore dealers where they have a 10% share of wallet but has the most opportunity to improve their sales. AutoLeg can compare your inventory and match those VINs to the VINs available in the dealer inventory and estimate the share of wallet at the dealer level. This share of wallet can be used for sales segmentation, target and incentive structure to optimize your sales force & revenues.
Relevant information to address dealers’ pain points
Most dealers get pitches from auto auction firms but in a generic manner. However, to target your pitch and improve your sales conversion, sales people can give simple reports showing how a dealers current inventory and past fast selling vehicles are available at your auction site. For instance, AutoLeg can identify a dealer who is more interested in Honda Civics in the mid-price range and mid mileage and compare that to cars with similar characteristics in your auction inventory. A simple report that doesn’t confuse the sales person or dealer can be presented to show the benefits of buying at your auction versus your competitors.
For more ideas and techniques on making your auto auction sales force successful, email info@autoleg.com
For more background on what AutoLeg does, go here:
http://www.autoleg.com/1/post/2012/04/what-does-autoleg-do.html
What customers to focus on
Most auto auction companies have generic market share nationally or in their region but they do not know their share of wallet at the dealer level. For instance, sales people may spend in excessive amount of time with customers where they have an 80% share of wallet because they have the best relationships with them. However, they may completely ignore dealers where they have a 10% share of wallet but has the most opportunity to improve their sales. AutoLeg can compare your inventory and match those VINs to the VINs available in the dealer inventory and estimate the share of wallet at the dealer level. This share of wallet can be used for sales segmentation, target and incentive structure to optimize your sales force & revenues.
Relevant information to address dealers’ pain points
Most dealers get pitches from auto auction firms but in a generic manner. However, to target your pitch and improve your sales conversion, sales people can give simple reports showing how a dealers current inventory and past fast selling vehicles are available at your auction site. For instance, AutoLeg can identify a dealer who is more interested in Honda Civics in the mid-price range and mid mileage and compare that to cars with similar characteristics in your auction inventory. A simple report that doesn’t confuse the sales person or dealer can be presented to show the benefits of buying at your auction versus your competitors.
For more ideas and techniques on making your auto auction sales force successful, email info@autoleg.com
For more background on what AutoLeg does, go here:
http://www.autoleg.com/1/post/2012/04/what-does-autoleg-do.html
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