Where to Invest in Sales & Service to Achieve Maximum Results

Welcome ! Where To Invest Within Sales and Service To Achieve Maximum Results

Copyright 2009 Pros Elite Group, Inc. Service I nvestment What I Must Understand To Determine Where I Need To Invest My Time • Do I know my Service Financial Performance to the model? • Do I understand how my service inefficiencies create a high salary expense? • Do I know what key performance indicators to review in order to receive an effective snapshot analysis of my service organization? • Based on the Answers to the Questions Above, What key areas do I need to I nvolve myself in and I nspect in order to correct the opportunity areas that I discover.

Let’s Look At Our Workload Requirements Based on our Current Customer Base First Check Your Current Salary Expense To Revenue 1. Is Your Service Salary Expense To Revenue Greater Than 25.5% ? If The Answer Is Yes Then We Need to Dig Deeper 2. How Do You Determine The Approximate # of Techs Needed To Support The Dealer’s Base ? - Total Annual Company Revenue / $900K - Total # of Monthly Clicks / 1.8M 3. Also you will want to look at your Revenue Per Service Employee /150K – 180K annually Benchmark Companies Perform at 200K plus Copyright 2009 Pros Elite Group, Inc.

SALARIES Reason - Higher Than Benchmark Call Activity Causes: These Should Be your Core Areas of I nvolvement BM Typical Performance - Call backs – 10% 15% - 24% - Incompletes – 8% 14% - 22% - Accountable Time – 7.5 Hrs. Per/Day 5.0 – 6.5 Hrs. Per/Day - Carry Over Per/Tech Per/Day – 2 Calls Per/Tech 5 - 7 Calls Per/Tech BEING OUTSIDE OF BENCHMARK ON THE ABOVE CAUSES US TO HIRE MORE TECHS THAN WE NEED Did You Know That A Typical Dealer Is Overstaffed By 20%? Copyright 2009 Pros Elite Group, Inc.

Let’s Look At The Impact That Callbacks, Incompletes & A.T. Have On Our Salary Expense ,[object Object],[object Object],[object Object],[object Object],[object Object],Copyright 2009 Pros Elite Group, Inc.

[object Object],[object Object],[object Object],[object Object],[object Object],Let’s Look At The Impact That Callbacks, Incompletes & A.T. Have On Our Salary Expense Copyright 2009 Pros Elite Group, Inc.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Let’s Look At The Impact That Callbacks, Incompletes & A.T. Have On Our Salary Expense Copyright 2009 Pros Elite Group, Inc.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Let’s Look At The Impact That Callbacks, Incompletes & A.T. Have On Our Salary Expense Copyright 2009 Pros Elite Group, Inc.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],How Service Inefficiencies tie to Financial Performance Copyright 2009 Pros Elite Group, Inc.

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Your Expectations of a Sales Rep? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Expectations of a Sales Rep ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Expectations of a Sales Rep ,[object Object],[object Object],[object Object],[object Object]

Cultural / Behavioral Expectations of a Sales Professional ,[object Object],[object Object],[object Object],[object Object]

Cultural / Behavioral Expectations of a Sales Professional ,[object Object],[object Object],[object Object]

One more Expectation ,[object Object],[object Object],[object Object],[object Object]

Rolla’s Rules of Sales ,[object Object],[object Object]

Leadership Skills, Goal Setting and Strategic planning ,[object Object],[object Object],[object Object]

The new 80/20 Rule ,[object Object],[object Object],[object Object]

The focus of the 40 % of employee time ,[object Object],[object Object],[object Object]

Great President’s / Dealer Principals do not know all of the answers !

Greatest of All Questions ,[object Object]

Involving yourself in the Inspection of your Sales Management process ,[object Object],[object Object]

Elite Sales Activity Benchmarks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Finding a prospect who wants something ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

D ECISION A D AY ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Getting them (Prospects) to Buy ,[object Object],[object Object],[object Object],[object Object]

What’s the Dealer Principals role ,[object Object],[object Object]

The Role of CRMs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Where to Invest in Sales & Service to Achieve Maximum Results

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Where to Invest in Sales & Service to Achieve Maximum Results