by Marc McGurren | Dec 8, 2025 | Automotive Sales Management, BDC Best Practices
From Quota to Connection: A Sales Rep’s Wake-Up Call The Rep Who Hit Every Number—But Missed the Point The phones rang nonstop in the internet sales department. Monitors blinked with CRM alerts, and the hum of outbound calls filled the air. Jake leaned back in his...
by Marc McGurren | Nov 21, 2025 | Automotive Sales Management, BDC Best Practices
Fix Missed Test Drive Appointments in 1 Day Why Test Drive Readiness Is Non-Negotiable Picture this: A customer walks into your dealership, excited for their scheduled test drive. But the sales rep is nowhere to be found. The vehicle isn’t pulled up. Worse, it hasn’t...
by Marc McGurren | Nov 17, 2025 | Automotive Sales Management, BDC Best Practices
Fix Outbound Call Quota Abuse in 1 Day The Real Problem Behind Outbound Call Quotas Let’s be honest—too many sales reps are gaming the system. They’re hammering out 60, 70, even 100 outbound calls a day. But when you dig into the data, most of those calls are under 20...
by Marc McGurren | Nov 12, 2025 | Automotive Sales Management, BDC Best Practices
Fixing Lead Follow-Up Failures in Auto Sales The Real Cost of Missed Leads in Automotive Sales Let’s start with a real-world scenario: An internet lead comes in at 10:15 AM on a Tuesday. It sits untouched in the CRM for 72 hours. No call. No text. No email. By the...
by Marc McGurren | Nov 4, 2025 | Automotive Sales Management, Automotive Sales Training
From Discount Chaos to Clarity: A Sales Manager’s Turnaround The Moment Everything Changed The showroom buzzed with the usual energy—phones ringing, customers pacing, deals being inked. Amid the chaos, I sat at my desk, reviewing the day’s deals. My eyes stopped...
by Marc McGurren | Oct 27, 2025 | Automotive Sales Management, BDC Best Practices
Why Smart Dealerships Are Rebuilding Sales Accountability Executive Summary Outbound call quotas have long been a staple of automotive sales departments—but they’re no longer delivering the results they once promised. As sales reps learn to game the system, dealership...
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