Monthly Archives: June 2014

Manager Dashboard: Management Tools within DealerCRM

Sales Managers have a lot on their plates each day. It’s easy to get wrapped up in the grind and spend the majority of your time putting out fires and trying to keep everyone happy. You assume that everyone is doing what they are supposed to be doing and that the CRM is handling your Sales Reps work flow. However, why would you leave your sales staff at their computers all day and not check their work flow? Moreover, why give your salespeople the power of DealerCRM and not take advantage of the system yourself? The Manager Dashboard is an excellent at-a-glance tool within DealerCRM to manage productivity, giving you the power to check every aspect of your reps work flow and follow up with each interaction.

Salespeople, even your best and hardest workers, are likely to become complacent over time. They will usually seek the path of least resistance. In some cases they could spend more time finding a way to simply check a box in the system, than it would have taken to complete the task correctly in the first place. Utilize your Manager Dashboard to monitor your team’s activity on one easy to use page which allows you to drill down into each metric.

In the Communications Overview section of the Manager Dashboard, you can see how many Internet leads are waiting for the first organic response and how many inbound emails have gone unanswered. How many salespeople do you have right now on a demo drive, presenting a pencil or taking a car to clean up? While they’re away from their computer, what opportunities are not being worked because Mrs. Customer sent in an email two hours ago, your salesperson is the only one out of the five she’s been communicating with and he hasn’t answered her yet?

Managing your sales staff without using the Management Dashboard is about as productive as constructing a peanut butter sandwich without a knife. iMagicLab provides a superior tool with the ability to drill down into each metric. Why go without a knife and get your hands dirty?

To learn more about the Manager Dashboard, visit our Support Center and view the Manager Dashboard Tutorial and the Manager Dashboard Breakdown.

How has the Manager Dashboard improved your process as a Sales Manager? Which metrics do you watch closely and what opportunities for improvement have you found?

Getting Started with your new iMagicLab CRM

DealerCRM-facebook-coverSo, you have done it. You have made the first step in changing your dealership’s future in the world. You have partnered with the best, iMagiclab! Now, it is time to get the ball rolling with everything you need to figure out this new Customer Relationship Management system.

First, let me start off by saying, we are not your typical CRM provider. When you partner with iMagicLab, and start using DealerCRM, you have control of your dealership’s work flow. We do not schedule random calls in a one-size-fits-all follow up plan, though we do help by starting your store off with some best practices. However, our Action Plans are fully customizable down to a Rep level. We then encourage you to make changes to fit your dealership’s follow up needs. We show you how to make said changes and then work with you, using various reports within DealerCRM, to show you how our CRM is working to your advantage.

To get started we recommend consideration of the following:

  • Cut the old CRM out cold turkey! Start using DealerCRM right away. Everyone learns in a different way. Some of your staff will learn best by doing. While others prefer textbook or tutorial style learning. But what better way to learn your new CRM than to use the CRM? Make mistakes, it happens all of the time. I don’t know about you, but I learn best from my mistakes. Don’t be scared to jump right in!
  • Encourage your staff to complete all of the iML University training classes which are pertinent to them. The iML University is available for everyone who uses DealerCRM, from right on their MyDay page. This collection of Video Tutorials and Demos will give you and your team members onsite training on your time. No need to sit in a boring class looking at an overhead projection of a CRM you’ve never seen before. Trying to retain every bit of information you are shown in a short hour long class isn’t productive. iML University is available around the clock and can be revisited whenever there is a need. As a manager you’ll also be able to track your teams progress through the iML University topics.
  • Practice. Who’s heard the phrase “Practice makes Perfect?” Well, honestly, it does. The more you practice, the better you will be at working within DealerCRM. The same goes for your sales processes, techniques, work flow, etc. What better way to learn DealerCRM than to work within the system regularly?
  • Keep an open mind. DealerCRM is not your typical cookie cutter CRM. When you have work flow, it is created by your management team. iMagicLab didn’t just randomly schedule the call to your best friend who purchased a car. Keep in mind, we make updates based on dealer feedback and industry trends, regularly. We do not do this to make your life difficult. We do this to simplify the process and ultimately save you time. Time that you would be spending logging someone in, we give back to you, so you have more time to SELL THEM A CAR!
  • When we are in your store, ask questions! Do not be afraid to open you mouth and say you can’t figure something out. What would you rather do, ask a question everyone else is thinking, or keep your mouth shut and struggle later? No question is a stupid question. Not everyone knows everything about one piece of software or another. We need you to have a good understanding of DealerCRM. I would much rather you ask the question while I am there to show you, than to struggle with it and not use DealerCRM to its fullest potential.
DealerCRM Support Center

DealerCRM Support Center

Keep in mind, iML University is available 24/7 on the right side of your MyDay screen. We also have our Support Center Page available for your convenience via Help on your MyDay page. As a bonus, Monday through Friday, from 9AM to 6PM we offer Live Chat Support, available from our Support Center Page. This allows you to chat with one of our fantastic trainers, in real time! And when I say Trainer, I mean an Actual iMagicLab Product Specialist or Trainer who uses the same system you are daily.

It doesn’t get any better than that!

Four square got you down?

Four square got you down? It should. Still penciling customers with a fun colored Sharpie and writing “You Win!” with a smiley face? You shouldn’t be…

Why work the Four Square when you can present your customers with a slick and professional AutoPencil worksheet? With an AutoPencil worksheet, you can give the customers various options to choose from all on one screen. You can even do this from a tablet as you’re sitting comfortably with them inside the vehicle as opposed to dragging them into the lion’s den of the showroom. Don’t give them a number and work down, why not present numerous payment scenarios with down payment options, term options and APR’s? Don’t negotiate with YOUR money, negotiate with THEIRS. They’ll respect your transparency and ability to adjust to their needs and financial means.

Autopencil1

Each Pencil includes everything your customers could possibly need to know all in one place. This includes their monthly payments and down payment options, interest rates and fees and taxes. We also throw in Rates, Money Factors, Residuals and Incentives. Every number relating to the deal in a clear, professional and easy to read format for both the Sales Rep and the customer.

autopencil1

If you went to a bank for a loan would you trust them, or take them even remotely seriously, if they presented the terms of your loan with hand written figures and smiley faces? What if they were doing so while running back and forth to their superiors for the “go ahead” on the terms of your loan? AutoPencil makes the negotiating process seamless. You never leave your customers side, giving them time to create doubts and come up with objections. You’re penciling the deal in a matter of minutes, not hours of hurry up and wait, while other Reps compete for your attention trying to accomplish the same.

From a legal standpoint, your dealership is charged with the task of saving each step of every pencil in your customer’s file. With all of the paperwork your salespeople handle, prior to the deal going to the Finance Department, how much do they lose or have to redo? Remember, we are talking about the very same salespeople who find keys in their desks months after you pay to replace them. How many half filled out credit apps do you find in desks once someone leaves? That said, how many steps of your pencil process get thrown away or misplaced? AutoPencil not only allows you to present numbers to your customers in a professional, efficient and trustworthy way, it also eliminates any human error in those pesky compliance rules.

Let’s all agree on something, shall we? Sharpies should be reserved for labeling moving boxes and emojies saved for text messages. No more telling the customer they’ve won, let’s make them feel like they have with AutoPencil. And ok, you can still draw a smiley face on the screen with your finger if you REALLY have to once you both reach an agreement.