AutoPlay have long focussed on pre-sale lead management as our bread & butter. How you manage leads is one of the most influential factors when it comes to running an efficient, transparent and productive sales team.
Over the years we've received a number of requests to be able to manage post sale activity through AutoPlay as well as pre-sale. In the past we've even imported these follow ups into the main lead Dashboard (a mistake as it clutters the screen and the user loses focus on converting their sales opportunities).
Now it's possible to complete follow up on CRM Follow Ups and Prospecting Activity within AutoPlay as well via our new Prospects & CRM Follow Up screen. This screen allows users to manage all their post-sale activity from within AutoPlay without having to access their DMS in day-to-day life.
The new CRM & Prospect screen is separate from the Lead Dashboard. This is done in order to ensure your lead Dashboard does not become cluttered with 12 month follow ups or brochure requests that have not yet been qualified as a “lead”. This allows easier filtering of follow ups and keeps priority on active sales opportunities.
There is a reasonable amount of customisation allowed in this screen. We separate the actionable records into the following categories we call ACTIVITY TYPES;
· Marketing – “Soft leads” that have not yet been qualified and as such cannot be considered leads to manage in the Dashboard. For example, Brochure Requests or registers of interest
· CRM Follow Up – Customer relationship based follow-ups not likely to result in an immediate sale, but required in order to build long term relationships and foster repeat business. For example, 1, 6, or 12 Month Follow Ups
· Prospects – Prospects are more likely to buy than Marketing or CRM follow ups. Prospects can be as a result of proactive prospecting by salespeople, or by communicating with customers when they are most likely to make a repeat purchase. For example, End of Finance Term or End of Warranty.
This is done to ensure that we can deliver accurate reporting to our users. Similarly, we allow dealerships to further categorise their follow ups into ACTION TYPES. For example, CRM Follow Up may be the category used for;
· 1 Month Follow Ups
· 6 Month Follow Ups
· 12 Month Follow Ups
The Prospect & CRM Follow Up screen works much the same as the Lead Dashboard. We know the volume of work salespeople are faced with can be daunting. That’s why we only show them the actions they need to complete right now – achieved by defaulting the date range to Now +/- 3 days.
When a user needs to complete a follow up all the need to do is open the record, and click on the COMPLETE PROSPECT button. If the customer can be linked to a lead in AutoPlay we will also display a VIEW LEAD button that opens up the historical lead.
Finally, you can also click on CREATE LEAD in order to mark the Prospect or CRM Follow Up as done and be taken into the New Lead screen to qualify the lead and treat it as a valid sales opportunity. This gives dealerships a fantastic measure of just how effective their CRM Follow Ups or prospecting activity really is.
If you choose to activate this new feature you will gain access to 2 reports as pictured below. The Prospect & CRM Follow Up Report shows a big picture breakdown of the split between the type of activity being completed, and also a more detailed breakdown of exactly what each salesperson is spending their time doing.
The Prospect Conversion Report has a conversion funnel based on sales from leads that originated as Prospects. Additionally, it also shows how many leads were closed back into prospects which gives dealerships a measure of any leads that would have previously never been closed as many salespeople are reluctant to make decisions on lost sales opportunities.
At present with the initial pilot dealerships we have chosen not to allow the users to manually create their own follow ups. Instead we have concentrated on working with DMS providers to integrate with them, and receive the follow ups that normally live within the DMS. In the future, we plan to have the following options available;
1. Integration – send CRM or Prospect follow ups from DMS
2. Manual – Manually create CRM or Prospect follow ups within AutoPlay
3. Automatic – Automatically trigger the creation of CRM or Prospect events when the lead is marked as SOLD
4. Upload – Upload a CSV file of records in bulk
This product has just finished being developed and is being launched with a select few dealerships. We initially have begun working with AutoLine and Comsol, and are in discussions with AutoIT. Due to the level of customisation and moving parts the set up and testing process for this functionality can take some time - even if we already work with your DMS. If you do not use Comsol F2 or AutoLine but are interested in this functionality, please get in touch. We will start discussions with your provider, but be warned this process can take a number of months.
During the set-up process, it is a good opportunity to review the amount of CRM Follow Up you enforce upon your sales team. One of the biggest reasons many users stop using their DMS for following up is due to the sheer volume of follow ups that are generated from the DMS. There is little point transferring this problem to AutoPlay so we strongly recommend that dealerships use this as an opportunity to review their follow up plans, and set a consistent list of required follow up such as 1 Month, 6 Month 12 Month, 24 month and 36 Month follow ups.
The is a reasonable amount of work involved in setting up the Prospect & CRM Follow Up screen for each dealership. In order to cover these costs, we will charge dealerships an additional $200 per month for access to Prospect & CRM Follow Ups. If you already pay AutoPlay $100 per month for integration, we will waive 50% of the fee to ensure you pay no more than $200 to access this service. This fee covers unlimited users and is based upon each integration set up and maintained.
To request set up of the CRM Follow Up and Prospect screen please email firstname.lastname@example.org and we will set up a call with you to begin the process.
AutoPlay Sales Pipeline is a pre-sales lead management tool designed for dealerships, dealer groups and automakers