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Sales Managers Daily Routine In the a.m. you should ALWAYS hold a Daily Save-A-Deal meeting, In this quick 10 to 15 minute meeting with All Salespeople on shift : 1) Review Yesterday’s Desklog, notes and Action Plan for UnSold’s, 2) VIP Appointments for the day (Appointment Log - Reports) 3) VIP Appointments that did not show for yesterday, 4) Daily Organizer tasks (view Dashboards, then eLead Today), 5) Review the ‘Manager Review’ Sales Status folder for Prospects, 6) Hot Fax / Golddigger Appointments 7) Discuss any Trade-In’s, do a Trade Walk to view them and Possible Prospects for these Trades. After the morning Sales Review: Managers: Confirm any VIP Appointments for the day that have not been confirmed and mark them Confirmed on the Desklog. Throughout the day:

1) EVERY TIME you see a sales professional with a customer attempt an up-front T.O. 2) Insure that there is an entry in eLeadCRM on the desk log for ALL floor prospects that are with

sales professionals. 3) Insure that you are meeting ALL floor traffic prior to them leaving. 4) Complete the Desklog as prospects leave.

This includes comments for what occurred and direction for future follow up (RTCB – Reason To Call Back), the sales steps that were achieved and marking the prospect sold or out of the showroom as they leave.

5) Check the Desklog for New Internet ups and make sure the Clock is stopped changes to .

6) Also, check that all Phone Ups are logged for follow up and show on the Desklog. 7) Confirm any VIP Appointments made throughout the day as

they occur. 8) Review/Complete the Desk Log before leaving for the day.

Insure that ALL your prospects for the day have been updated on the Desklog, Checking the Sales Process Checkboxes ( Demo, Write Up Appraisal and T.O.), Notes on each Opportunity, start with your initials or your name, Mark the prospect sold or out of the showroom as they leave.

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Hold a 1-on-1 session with Salespeople- EVERYONE: 1. Click on the ‘Prospects’ menu, then click on ‘Active’

(this will default to your last 7 days of traffic)

2. Click on and review their ‘Organizer’, then click on your name, select the salesperson and review. (No tasks should show for any date PRIOR to today’s date.)

3. Are there VIP Appointments for the day? , if not hit the phones! 4. Spot check and call a couple customers to assist them,

Inspect what you Expect! 5. Review the ‘Manager Review’ Sales Status folder for Prospects. 6. Ask what you can do for them in order to increase sales. Reports to Use:

1) Appointment Log – shows appointments by date, who confirmed, if the appointment showed or not and if this is an Active Prospect.

2) Daily Managers Doc (Daily Doc) – displays numbers for the current month and last month’s numbers, your Salespeople’s performance, customer surveys and much more. Print a copy and display for ALL to see!

3) eLead Confirm Sales Report – this is where the CRM Sold will merge with the DMS Sold. If there is both a CRM Sold and DMS Sold showing, then a manager should merge these. Do this once a week and after your month closes out. Allow a day after you merge for the CRM to re-generate the report.

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