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?
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?