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June 12th 2014
How to Amplify Your CRM Results in 2014
Do you struggle with staff using your CRM?
Than this presentation is for you.
April RainAbout Me
@April_RainTwitter
GreenChair ApprovedPresenter!
Carrot or the Stick
Incentivizing The
Green Pea
Screwed it Up
Certifying
Becoming an
Organizational Junky
Say NO to Big Data
& YES Baby Data
Data
AGENDA
Organizing
Overcoming CRM Adversity
Reason #1Salespeople are
extroverts.
They like interaction
not sitting at a computer
But NOW there has
been a mutation! An evolved gene that
has created a new
species of dealership personnel
It started 30-35 years ago when an IT college was built next to a…
A Fraternity House..
Which lead to…
The Birth ofSuper SocialGeeksa.k.aDealerSocketemployee’s, April Rain &most likely everyone Watching this presentation.
Geeks visit places like Google’s HQ for fun.
Social geeks take pictures like this!
And pictures like this!
And this!
But you are one person and you need to get an entire dealership of extroverts to use
DealerSocket, but HOW?
You need to start asking yourself the key salesperson question…
Human Behavior
= zero benefit
What sales think when you say CRM
PROCESSTIME AWAY FROM
CUSTOMERS
BREAK INTERFERENCEComplicated No value
Risk & Rewards
Risk AversionA study of 150 Chicago teachers
No Risk RISK9698
100102104106108
Teachers that risked losing their bonus had higher scores
Solution: Create reward or risk motivation
I tested a reward system on my kids
IncentivesWork!
How to Incentivize or Penalize Your Sales People:
Commissions surrounding CRM usage
1 Conditions of employment
2
3
Make it fun, create contests4
Loss of bonus
SCORES FOR SECRET INSPECTIONSMOST CONSISTANT COMPLETED PROFILE
BEST CUSTOMER DESCRIPTION CRM EMPLOYEE OF THE MONTH
INSPECT WHAT YOU EXPECT
Conversion Opportunity
Sell managers on the use of CRM incentives by explaining the increased opportunities.
10,000 EMAILS
25% CTR
2500 VIEWERS
1.5% ENGAGEMENT
37.5 CUSTOMERS COME IN FOR AN OIL CHANGE
&2 BUY A NEW CAR
11,200 EMAILS
25% CTR
2800 VIEWERS
1.5% ENGAGEMENT
42 CUSTOMERS COME IN FOR AN OIL CHANGE
(12%INCREASE)&
3 BUY A NEW CAR(33%INCREASE)
THE GREEN PEA SCREWED IT UP
Employees RESIST what they don’t understand.TRAINING IS ESSENTIAL
FACT: Extroverts don’t like meetings
This is what most CRM trainings look like
Learn from DealerSocket, This is what CRM training CAN look like
Make training fun.
TRAININGWorks!
Utilize tools available
Create a training checklist by role.
Create a certification for staff members that complete all courses.
ORGANIZING
New to DealerSocket? Create a launch checklist
Set Key Reports
Baby Data
It’s not about more data it is aboutcollectingthe right Data.
Start Social data collection
51
Social sharing is the new word of mouth
Additional Tips
Cheep site to chek to make sur ur peeps spelz good
Use MultiplatformTools
48
Incentivize Your Staff1
Ensure Training2
Organize Your Efforts3Summary:
Collect Relevant Customer Data4
Mentioned Resources.
DealerSocket University SnagIt
TeamworkBasecampMavenlink
Grammerly CEU360HubspotMarketo
Google Drive Velsoft
HootsuiteSproutSocialShoutlet
@April_Rain
Rain.April
/AprilRain
Connect With Me On Social Media
[email protected]://www.slideshare.net/Digitalraininc
THANK YOU