How does the AutoPlay Sales Pipeline help SALES PEOPLE?
The Sales Pipeline allows sales people to become more efficient at what they do. The beauty of the AutoPlay process is that we don’t disrupt normal dealership process – we just make it easier. A key example of this is the test drive process. At almost every dealership when a potential customer wants to take a test drive it’s compulsory for sales people to take a photo/photo copy of their driver’s license and ensure they sign the paper test drive form. The Sales Pipeline allows sales people to easily capture customer contact details to a digital test drive form, simply take a photo of their licence and get them to sign T&C’s - all within the app.
This is just one of the little touches that we have built in to help sales people get customers digitally captured faster. Unlike other lead management systems the portability of our App allows customer details to be captured during the sales process – instead of relying on it being entered to a CRM after the customer is long gone. This helps to minimise leakage as EVERY customer interaction is captured instead of only the ones that salespeople need to enter in order to put a deal through.
At AutoPlay we’ve focussed on making the app as easy to use and streamlined as possible. With many lead management tools the actual process is only a means to collect reporting for management, and often they actually make selling harder for the sales team. The Sales Pipeline allows sales people to enter tasks into their activity calendar, keep track of progress and enter digital test drive & appraisal forms. Via the lead Dashboard users can sort their leads by those that need action now, are overdue for action or those that they plan to contact in the future. The app even allows sales people to send personalised video Email Response which can help with conversion from enquiry to test drive.
With integration to the Autoline DMS we have improved usability even more. Not having to re-load leads into their DMS improves the usage of both AutoPlay and Autoline and saves salespeople time and frustration that occurs when double handling data – improving sales team buy in to lead management processes.
How does the AutoPlay Sales Pipeline help SALES MANAGERS?
One of the biggest benefits for Sales Managers is that they can hold their sales team more accountable. AutoPlay can set up selected users with ‘Manager’ rights which will allow them to view ALL the leads coming through the dealership. Managers can allocate leads and filter down to view leads by individual salesperson. Managers can filter to view only leads that have been for a test drive, or compare leads by yard. Worried your sales team are not making the most of the leads provided to them? Managers can filter leads that are overdue (more than 3 days past the last scheduled action) and allocate them to another sales person if desired.
The reporting built into the Sales Pipeline provides managers with even more tools to improve accountability. The Morning Meeting Report is perfect for use in daily one-on-ones as it shows the activity the sales person has planned for the day. Conversely the Email Response & Allocation Report allows managers to see how quickly their team are replying to email enquiry. There is enormous value for managers in being able to compare and contrast activity and conversion to test drive or sale across different sales people or departments.
With the Sales Pipeline it’s also possible to set up targets for individual sales people and the dealership for key metrics such as test drives and sales. Simple, easy to read graphs highlight this month’s performance against last months and target – giving managers a true indication of sales team performance.
How does the AutoPlay Sales Pipeline help DEALER PRINCIPALS?
One of the biggest challenges for Dealer Principals is the need to understand what is happening with their sales department without needing to get as deeply involved as the Sales Manager. The Sales Pipeline increases transparency for Dealer Principals and allows them to view at a glance the performance of their dealership. The Reporting Dashboard allows Dealer Principals to view the 6 reports they feel are most important to them at a glance. There are more than 15 reports available within the Sales Pipeline that range from measuring ROI from your lead sources, to keeping track of the number of leads at various stages of progress through the sales pipeline. Although built into the iOS Sales Pipeline, the reporting platform is available on any device that has internet access – including a stripped back version available for smartphones. AutoPlay Reporting can also be customised to display on a TV screen which can run on rotation in the Dealer Principal’s office.
Franchise dealers are also often put under pressure from brands to report back on performance – something that is often difficult to report on accurately, or time consuming to collate. The Sales Pipeline allows management to easily access reporting information. All the reporting in AutoPlay was designed primarily for individual dealerships, but also with brand reporting in mind – which is why users are able to filter by New, Used, Demo vehicles, yards, make or model and marketing campaign.
How does the AutoPlay Sales Pipeline help DEALERSHIPS?
The Sales Pipeline helps dealerships become more accurate. It’s not uncommon when sales people first begin to use a lead management tool the will either under report, or overstate sales conversion. Low conversion under 5% is not a true reflection of performance but rather is an indication that the sales team are not capturing all their sales to the lead tool. Conversely it’s just as common to see sales people report sales conversion of more than 40%. It’s unlikely that is true measure of success – it just shows that the sales team are only bothering to enter the details of leads they believe will result in a sale. Whether under or over reporting conversion, the Sales Pipeline helps dealerships improve their accuracy through the 15 custom built reports available via the Sales Pipeline. These reports allow management to see the real picture behind usage of the AutoPlay Sales Pipeline.
The accuracy of capturing customer details also improves with use of the Sales Pipeline. With Farmer Auto Village they reported that they captured more than 9x as many contacts using the Sales Pipeline as they did loading them to the DMS alone. These customers were always contacting the dealership but the leakage was only picked up after they began capturing customer details more routinely and accurately using the Sales Pipeline.
The AutoPlay Sales Pipeline is a lead management solution unlike any other. Sign up today by emailing firstname.lastname@example.org or calling + 64 936 11 505
AutoPlay Sales Pipeline is a pre-sales lead management tool designed for dealerships, dealer groups and automakers