Contemporary Economic Issues Facing the Filipino Entrepreneur (1).pptx
Mada recruit screen hire
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3. Introduction and Background:
www.ADMPC.com
Ralph Paglia
Vice President – Digital
Tier10 Marketing
• Currently leading development and delivery of
Tier10’s Digital Marketing, Advertising and Social
Media Strategies, Tactics and client service capabilities
• Automotive Digital Marketing Professional Community creator
and Editor-in-Chief
• Generated 144,000+ leads in 22 months while working for Courtesy Chevrolet…
• Managed Courtesy Chevy Internet Sales team that sold 4,000+ Units in 2006…
• Worked w/Ford in 2007-2009 to develop first fully integrated Tier 3 Digital Marketing
Consulting and Ford Co-Op supported Digital Advertising program for Dealers…
• Ran 1st retail automotive Behavioral Targeting Digital Advertising program…
• Internet Sales & Marketing Consultant to Ford, Mercedes-Benz, GM, Honda,
Toyota, Mercedes-Benz, Hyundai and 250+ dealers & groups…
• Pioneered development of “Internet Leads” in 1986 using CompuServe ISP access to
post vehicle inventory listings on defense contractor BBS’s…
4. How to Recruit, Screen, Hire and Train Internet Sales Professionals
for the Best and Greatest Likelihood of Success and Retention
How important is it to hire and train the right people while building a
sales team that can convert opportunities created by marketing into
actual sales results?
Organizational development is more important than ever before…with many dealers
losing staff while cutting costs during the depths of the recession, those that are
growing their business need effective strategies, tools and tactics for
attracting, screening and hiring the best Internet sales professionals with the greatest
chance of achieving their own personal success, as well as sales productivity for the
dealership. This session will explore organizational development
strategies, recruiting, screening, hiring and training tools as well as the materials and
processes that the most successful dealers in America have been using for years, and
are being used today as a means of increasing success in the hiring process. Ralph
Paglia will share the tools and processes he has used to build some of the most
successful Internet sales departments in America while teaching attendees what the
essential "must haves" are, and how to get them when seeking to grow your sales
departments into high performance digital marketing to sales conversion engines.
6. Courtesy Chevrolet in Phoenix, AZ became the
USA’s leading Internet retailer of new and certified
used Chevrolet vehicles… Human Resource
Development was the key (secret sauce) to success.
7. Organizational Development is the
essential stumbling block that
many dealers and ISM’s report as
the primary reason for Internet
Sales Operations failure or lack of
growth into a strategically
significant level of sales.
8.
9. Training
Compensation
Benefits
Supportive Team
People Matter
Career Growth
10. Attract better “tech savvy” applicants
Receive a scientific skills assessment
Objective review free from interviewer bias
Make better use of management interviews
Evaluate existing staff for training needs and
areas of opportunity for skills improvement
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15. Hire The Winners Assessment:and Assessment Example
Hire The Winners Report Accurate Results in 20 Minutes
18. Growing Your Internet Sales Team Requires that you Define what Your
Internet Process Should Look Like…
Dealer Lead
Management
Process Map
19. Growing Your Internet Sales Team works best when it occurs
“Organically” and is Specialized
Organic Growth
Courtesy Chevrolet is a single point Chevy dealer with
(at one time) 3 fully staffed BDC Team’s, an eFinance
Sales Team and 4 Internet Sales Teams. These 8 teams of
automotive sales professionals are identified as follows:
1. New Chevrolet BDC 5. New Chevrolet Internet Sales
2. Used Car BDC 6. Used Car Internet Sales
3. Wholesale Parts BDC 7. Bell Road Internet Sales
4. eFinance Sales Team 8. Commercial Internet Sales
Let’s Take a Look at How It Happened…
22. Document Roles & Responsibilities for All Internet Sales Positions
23. Document Pay Plan & Bonus Structure that reflects taller Internet sales
funnel
* July 2006 Interactive Marketing Budget
24. Lead Volume puts pressure on response
times as a factor of staffing levels!
25. Organizational Structure Determines Process Capabilities and Monitoring
% of Statistical
Top 4 Ways Purchase
Purchase* Correlation
to Close Dealer Response Attributes Respondents*
among the Factor of
who DID
More Sales Experienced by Customers within NOT
Leads who Response
attribute
to Leads DID
experience
Received 24 hours of Submitting an Inquiry the attribute
Experience with Vehicle
Purchase
the attribute
Make Direct Phone Contact with Customer
#1 (after sending Email w/availability & prices) 17% 27% 11
#2 Send Price Quotes by Email to Customer 20% 27% 9
Contact Customer more than once by Email
#3 and Telephone (within First 24 Hours) 21% 25% 5
Make sure Customers are either Completely or
#4 Very Satisfied with the Lead Response 21% 24% 3
26. Staffing Determines Process Execution Capabilities and Monitoring
Customer goes online
and submits Lead
Internet Sales Specialist ISS)
reviews lead, selects 4
vehicles for Price Quotes
Sends email with Quotes & Cars
BDC Staff makes initial phone call,
collects customer info, sets up an
appointment for the ISS
If no appointment, ISS
Contacts customer and seeks
appointment and/or agreement
27. Lead Process Maps
should be indexed to
email
templates, phone
scripts and word
tracks so that
dealership employees
have a “paint by
numbers” guide to
what is expected when
a lead is received.
This process map
focuses on the first 12
hours after a new lead
is received.
28. Lead Process Maps
should contain brief
explanations for the logic
and execution tips for
employees to review
before actually using the
email templates, phone
scripts and word tracks.
Actual template
illustrations make it easy
for dealership employees
to recognize the right
template or document
when they see it in their
CRM tool.
29. When Lead
Process Maps are indexed to
correspondingly numbered
email templates, phone
scripts and word tracks, the
dealership is far more likely to
execute the repetitious tasks
that create customer
experiences which correlate
with higher sales closing
ratios. The best process
maps break down email and
phone contact processes into
separate flows so that they
can be executed by different
resources when scaling up
lead volumes and
organization structures.
30. Have a defined process for “closing out” unsold leads
Although many car guys will say they believe in the concept of following up until
prospects either buy or die… Large scale lead generation through highly effective
marketing practices requires that scarce resources be allocated to where they will
generate the most sales. Outsourcing followup on leads that have reached a
designated status (dormant) or assigning them to alternate resources such as a BDC
will allow ISS’s to stay focused on the 50% of the leads that buy, and do so within the
first 10 days
31. LMP Scoring Index
Objective Review of
Dealership Employee Lead
responses encourages
consistency and creates a
numeric accountability –
an LMP Report Card for
Dealer or GM review…
32. Nothing has more impact on results
than phone contact with the customer!
Outbound phone calls, ongoing phone follow-up and
responding to emails requires adequate staffing and skill levels
33. Telephone Process
• 85% of Web visitors who contact the dealership
before coming into the showroom, use the phone
• Direct Phone contact (after responding to an
Internet lead by email), has the greatest impact on
increasing sales closing ratios
Phone Follow-Up Sales Strategy:
• Focus on having a set of objectives in front of
us, each time we make an email follow-up call
• Word Track Forms (scripts) are used for training
and collecting customer information during each
call that is made immediately after sending
personalized email response
34.
35. Top 10 Reasons To Use Hire The Winners
1. Find out why your lowest producers aren't producing.
2. Learn what the potential is of every sales consultant on your team.
3. Discover opportunities for improvement for each sales consultant and how you can
focus your training for immediate improvement.
4. HTW can show you how to find and recruit excellent talent to grow and improve your
sales team.
5. HTW has tools to help make informed hiring decisions and get best talent available.
6. HTW provides you with tools that allow your sales team to practice on the simulator
not the public (Lost sales from poorly trained sales consultants are killing us).
7. HTW provides you with a hiring process and support to strengthen your
management teams interviewing skills and, if used correctly, will provide you with
information you need to bring on the best talent available.
8. HTW provides you with tools that show you what the sales applicant can and can't
do when put into the automotive sales situation. You will know in 20-30 minutes the
potential of every candidate.
9. Tools that will assist you in creating customers in a challenging market (What you can
do to cause more customers to visit your store without raising your advertising budget).
10. (see link below)
Free Trial: www.hirethewinners.com/adm
36. Actual Graduate Class
Recruiting 2.0
◦ Place job opening on 100’s of job boards including Monster, Career Builder, Indeed,
Simply Hired, Zip Recruiter, Craigslist, Facebook, Twitter, Myspace, LinkedIn,
Google+ and MORE. Nobody used more resources than AutoMax!
◦ Schedule & conduct ALL interviews & screen applicants using The Car Sales
Simulator. (We have a team of people that interact with and schedule interviews with
thousands of potential hires each week)
The Car Sales Simulator Uses interactive video to present potential salespeople
with a set of decisions that will either lead to the sale or the GSM’s office for a
“talking to.”
◦ For those that make it through the interview & screening process either we’ll
conduct the training or you can. (We have multiple packages)
◦ From porters to presidents, we will interview, screen and train internet sales
managers, BDC reps, social media managers, sales people, sales managers, service
advisors, general managers and more!
Low Fee, Turn Key, With A Satisfaction Guarantee!
25% discount for all attendees present!
AutoMaxRecruitingAndTraining.com | 800-878-5090
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