The information that’s going into the system in some cases, I mean poll numbers, email addresses, the customer’s name, this is standard information, but how can a salesperson utilize the data entry to make a better experience for themselves when these customer records do come back up when they do have to continue down the sales process? Is there a good way and a bad way to put information into the system?

As a salesperson, we’ve talked a lot about how this is incorporated into the customer facing time. How is this changing the way a salesperson functions when they’re not dealing with one, two, or three customers at the same time. When they’ve got that “down time” when they’re not in front of a customer, how is this changing their routine at that point?

Now, from a salesperson standpoint, again, my greatest asset as a salesperson is my personality, my ability to be unique from other salespeople, whether they’re working with me at the same store or across town. I want the customer to remember me. How does the salesperson preserve that aspect if suddenly we’re doing so much of this in an automated fashion that salespeople become almost cookie cutter? Does that happen?

Is there pushback from a sales manager when adapting to a modern CRM and Automated Sales Process? Not if they understand how it helps THEM, too!

Now all of a sudden as a salesperson, I can genuinely start to believe that the manager really is there to help me not to be a watchdog but to be a co-salesperson in the effort.

Now, I will admit that the very best sales people, regardless of the industry, the best salespeople have certain things that they do that maybe everyone else doesn’t do. They have a certain style, or a pattern that they follow, and from what you’re saying, we’re not trying to disrupt that entirely. A salesperson can still have what makes him a great salesperson incorporated into this, but the fundamentals of the sales process are left to the control of management and the owner of the dealership, correct?