Managing
Service-to-Sales
Operations
A well-managed process starts from the top-down and
is supported by an informed team. Dealership leaders
need to clearly outline the goals and expectations for
every member of their team, as well as commit to
making service drive sales part of every sales meeting.
Task sales and service managers to review offer sheets,
emails and phone scripts each week, as well as the
number of sales activated and offers presented.
To develop a strategy
for optimizing your
service-to-sales
team, consider:
• The number of monthly
service POs
• Your current market
share and growth goals
• Service conquest
marketing opportunities
• Your service conquest
marketing ROI goal
• Your YoY dealer and
brand loyalty sales
growth goals
