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• What specific goals do you measure currently?
» What are your YoY dealer and brand loyalty sales growth goals?
» What is your service conquest marketing ROI goal?
• Does every team member have a clear understanding of their goals?
» Do you have standard processes that set realistic expectations for each member of the team?
» How are you holding your team accountable for achieving their goals?
» How are you incentivizing your team to achieve their goals?
• What subjective ways are you measuring your dealership's success? Objective?
» Who is responsible for pulling this information? Reviewing and presenting it? Acting on it?
Beyond just sales numbers, it's critical to measure and track key performance indicators according to
metrics like call-to-appointment conversions or appointments to sales.
At the end of the day, success depends on setting the right goals and objectives. While this will look
different at every dealership, answer:
Audit Your Goals & Objectives
• Does every member of your team, from your GM to your service advisors, understand their role and
contribute to your service drive selling process?
• How do you know if your team has the right people on it, doing the right things?
» How do you know if sales and service are working together rather than working in silos?
» Are there members of your BDC or sales team that should be keeping your
departments connected?
• Did past conversion attempts build a stronger relationship with the customer?
• Does your current team possess the skills necessary to make the necessary adjustments to the sales
process to support your ideas?
To keep pace in today's hyper-competitive marketplace, dealers need to ensure they're breaking down
departmental barriers to create a consistent customer experience that supports service drive success.
Assess your team from the top-down. When examining your staff, ask:
Assess Your People
While now more than ever, most dealers at least acknowledge the value of their service department as a
revenue generator, few are fully maximizing the profitability of their dealership's service drive.
By taking a data-driven approach, dealers are empowered to unlock numerous revenue opportunities,
including building greater customer lifetime value and loyalty, fueling sales and acquisitions efforts and
boosting service drive sales profitability.
Interested in learning how automotiveMastermind can help your dealership
maximize its service revenue? Contact us to learn more
