A Comprehensive Guide on “TO” (Turn Over) Strategies in Vehicle Dealership Sales

Proactive "TO" Strategies

Vehicle dealerships sticking to outdated reactive management risk losing customers to competitors using proactive management techniques. Embracing a proactive stance, especially in critical sales tactics like “TO” Strategies, can dramatically boost customer satisfaction and propel sales figures. 

This blog shows how pivoting from a reactive to a proactive management style can significantly transform your vehicle dealership’s operations. 

Understanding “TO” (Turn Over) Strategy and Its Critical Role 

The slang “TO” refers to a process in a vehicle dealership when a salesperson hands off a customer interaction to another team member, usually a manager or a seasoned salesperson, when the sale stalls or the customer wavers. 

Clearly, this strategy is vital as it injects new life and perspective into the sales dialogue, often concluding in enhanced closing rates and heightened customer satisfaction. 

Advantages of Proactive “TO” Strategies

Adopting a proactive “TO” strategy means more than just intervening as a deal nearly slips away. It’s about early recognition of the signs and preparing for the turnover before the customer’s interest dims. 

So, here’s how a proactive “TO” strategy can benefit your vehicle dealership: 

  1. Enhanced Customer Interaction: Introducing a manager or a skilled salesperson at the opportune moment makes the customer feel important and well-cared for, enhancing their overall experience and boosting the likelihood of a sale. 
  2. Boosted Sales Team Collaboration: A proactive “TO” strategy fosters teamwork and communication among sales staff at the vehicle dealership, offering a chance for less experienced salespeople to observe and learn from their seasoned colleagues. 
  3. Increased Closing Rates: Timely interventions can rejuvenate deals that might otherwise falter, increasing closing rates and optimizing time use. 

Implementing a Proactive “TO” Approach 

Transitioning to a proactive management style at the vehicle dealership involves a shift in both mindset and operations. Therefore, here are key steps to ease this transformation: 

  1. Training and Preparation: Conduct regular training to teach salespeople the indicators of needing a “TO.” Role-playing scenarios can be highly effective in this training. 
  2. Cultivating a Team-Oriented Culture: Promote an environment where salespeople are encouraged to seek help, reducing the stigma around “TOs” and nurturing a collaborative atmosphere. 
  3. Monitoring and Feedback: Leverage CRM tools to track “TO” success rates and provide feedback, refining the approach and customizing training to address specific vehicle dealership’s needs. 

Expanding Proactive Management Beyond “TO” Strategies

While pivotal, the “TO” strategy is just one element of a proactive management style at a vehicle dealership. Hence, consider these additional strategies: 

  1. Anticipating Market Changes: Stay ahead of market trends and adjust your strategies accordingly, whether updating inventory based on predictive trends or tweaking marketing strategies to engage emerging customer segments. 
  2. Advanced Customer Relationship Management: Utilize CRM tools to not only manage but predict customer needs and tailor communications, significantly boosting customer retention and satisfaction. 
  3. Setting Clear Goals and Expectations: Establish distinct targets and conduct regular performance reviews to motivate employees and clarify expectations, ensuring alignment with the vehicle dealership’s proactive objectives.


To sum up, switching from a reactive to a proactive management style in your vehicle dealership can drive substantial enhancements in sales, customer satisfaction, and overall operational efficiency.  

Without a doubt, embracing proactive “TO” strategies and broader management tactics will propel your vehicle dealership forward with these proactive techniques. Tune into the Dealercast Podcast to discover how vehicle dealerships are transforming their strategies and achieving impressive results through a blend of strategy, teamwork, and advanced tools.