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 | 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...
by Marc McGurren | Oct 23, 2025 | Automotive Sales Management, BDC Best Practices
Fix Pricing Discrepancies in Car Sales Fast The Real Cost of Inconsistent Quotes Imagine this: A customer visits your dealership in the morning, speaks with Desk Manager A, and gets a quote on a vehicle. Later that same day, they return and speak with Desk Manager...
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