Sales Associate Checklist for Setting a Firm Appointment Over the Phone
A firm appointment over the phone is confirmed when you've locked in the customer's name, vehicle details, specific date and time, contact number, reason for vi...
The Sales Associate's Checklist for Working an "I'm Just Looking" Objection
When a customer says "I'm just looking," it usually means they haven't yet seen a reason to engage with you—not that they're uninterested in buying. Your job is...
Sales Associate Checklist: Handling an Internet Lead Within Five Minutes
A sales associate should respond to an internet lead within five minutes by verifying their contact information, confirming vehicle interest, noting trade-in de...
Sales Manager's Checklist for Setting Stocking Targets by Segment
A sales manager sets stocking targets by segment using historical sales velocity data, current market pricing, days inventory on hand (DIH), gross profit per un...
Sales Manager's Checklist for Running a Used-Car Walk Every Morning
A morning used-car walk should take 15-20 minutes and hit five core areas: inventory status, lot condition, pricing alignment, recent deliveries, and vehicle re...
Sales Manager's Checklist for Approving an Exception Without Setting a Precedent
Approving an exception without setting a precedent requires three things: document the reason clearly, set an expiration date on the exception, and communicate ...
Sales Manager's Checklist for Handling a Customer Escalation Without Giving the Store Away
When a customer escalation lands on your desk, your job is to solve the problem while protecting margin and setting a precedent that doesn't train customers to ...
Sales Manager's Checklist for Setting Pay Plans That Encourage Gross
A solid pay plan ties compensation directly to gross profit, not just units sold. It rewards salespeople for negotiating better deals and hitting margin targets...
The Sales Manager's Checklist for Coaching a Rookie Salesperson Through Week One
A sales manager's week-one coaching checklist for a rookie should cover: role-playing customer interactions, shadowing top performers, establishing daily briefi...
Sales Manager's Checklist for Managing a Desk Log With Honesty
A sales manager's desk log must capture every lead, T.O., and close without manipulation or omission. The checklist for honest desk log management includes: dai...
Sales Manager's Checklist for Setting Monthly Forecast Targets You Can Hit
A sales manager's forecast checklist starts with three core moves: analyze your trailing 90-day sales velocity and gross margins by model segment, establish uni...
Sales Manager's Checklist for Running a Morning Sales Meeting That Lands
A morning sales meeting that lands gets your team focused on three things: today's specific opportunities (floor traffic, leads, demos), individual accountabili...