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

April@digitalraininc.comhttp://www.slideshare.net/Digitalraininc

THANK YOU