Sales Manager One-on-Ones That Move Numbers: What's Changed and What Hasn't
Seventy-three percent of dealerships report that their sales managers spend less than four hours per week in formal one-on-ones with frontline salespeople. That...
The Old Scoring Model: Still Mostly Functional, But Incomplete
How many of your BDC reps are still scoring leads the same way you were scoring them five years ago? If the answer is "all of them," you might be leaving gross...
Desk Log Accuracy in a High-Volume Store: What's Changed and What Hasn't
Back in 1987, a dealership's desk log was literally a leather-bound book. Sales reps wrote their leads in pen, managers flipped through pages each morning to tr...
CRM Data Hygiene at the Dealership Level: What's Actually Changed
You're standing in the sales manager's office on a Tuesday morning, scrolling through your CRM. You notice the same customer's name has been entered three diffe...
Appointment Show Rate Improvement: What's Changed and What Hasn't
Your appointment show rate probably hasn't improved in three years, and that's because you're still running the same playbook that didn't work then either. Loo...
Lead Response Time Under Five Minutes: What's Changed and What Hasn't
Most dealerships know that responding to a lead in under five minutes matters. What's shocking is how many still don't do it, even when they say it's a priority...
The Test Drive Workflow: What's Changed and What Hasn't
How many test drives does your dealership actually complete for every 100 customers who walk onto the lot? If you're not tracking that number, you're probably ...
Showroom Floor Coaching Routines: What's Changed and What Hasn't
Sixty-seven percent of dealership sales managers say they spend less than five hours a week on direct floor coaching. That's not a typo. In 2024, floor coaching...
How Top Dealerships Handle High-Voltage Safety Training for EV Service
Forty-three percent of dealership service departments report they're not fully confident handling electric vehicle repairs, yet nearly 8 in 10 stores have at le...
How Top-Performing Dealers Handle EV Customer Education at Delivery
In 1912, Henry Ford's Model T dominated American roads. But here's what most people forget: the Model T wasn't actually the best-selling car of that era. Electr...
EV OEM Program Compliance: How Top Dealers Stay Audit-Ready Year-Round
How many dealers in your group are actually tracking EV OEM program compliance month to month, and how many are just hoping it doesn't become a problem until th...
How Top-Performing Dealers Handle Used EV Battery Health Reporting
Most dealers treat EV battery health reporting like an afterthought. They list a battery percentage, maybe a few diagnostic codes, and call it done. Then a cust...