CallSource's Sales Advantage System Continues Innovation in Improving Auto Dealership Sales Performance
Addition of eLearning program broadens offering of
targeted, personalized training.
Westlake Village, Calif. — February 5, 1008 — CallSource, the provider of the automotive industry's only Call Performance System, today announced the addition of eLearning training to its Sales Advantage on-demand call tracking, analysis and training system. With this latest release of Sales Advantage, CallSource continues to build out its unique, comprehensive coaching system with a series of online, eLearning classes led by auto industry expert instructors. The new eLearning platform broadens the offering that currently includes classroom onsite dealership training and telephone coaching. The eLearning series is entitled Mastering the Incoming Phone Opportunities.
"Industry studies show that on average, dealers lose up to 80 percent of ready buyers to their competition due to the poor phone skills of their salespeople," reports Dana Blommel, Vice President for Professional Services of CallSource's automotive division. "At CallSource, we reviewed over 25,000 calls and our analysis shows that sales people only set showroom appointments with callers about 13 percent of the time. This is where the buying process breaks down and the customer ends up buying from another dealer.
Sales Advantage helps dealers to improve their call-to-appointment ratio goals by continuously monitoring how their individual salespeople perform, uncovering the skill gaps and then targeting our training and coaching to get these individuals perform at a level that increases sales.
Sales Advantage includes three main components:
- CallSource's comprehensive web-based call tracking service, Call Track® , which tracks and records inbound calls. Calls are then monitored and evaluated using CallSource's Telephone Performance Analysis (TPA).
- TPA scores the call handling performance of each individual sales person and then reports those scores by department, by rooftop and by dealer group.
- Once specific opportunities for improvement are identified, a personal call performance coach works with each sales person to close the skill gap using a combination of reviewing actual recorded calls with monthly one-on-one coaching sessions, along with the new eLearning platform.
"These are tough times for auto dealers and the last thing they need are more reports telling them how badly their people are doing on the phones," says CallSource CEO, Jerry Feldman. "When a dealer partners with us, they get much more than just a report. We work with them and train their people to actually increase their call-to-appointment ratio and sales results."
Sales Advantage is currently available and the new Advantage eLearning classes will be available for enrollment beginning in early March. Pricing for Sales Advantage is based on a per sales person basis.
About CallSource
CallSource provides the automotive industry's only Call Performance System. Developed over 14 years and based on the review of millions of calls, CallSource's comprehensive system goes beyond simple call tracking and reporting to provide continuous monitoring of telephone performance and targeted, individualized training designed to consistently improve sales results. Headquartered in Westlake Village, California, with carrier-class VoIP-based data centers in Burbank and Chicago, CallSource currently tracks over 500,000 ads each day for over 10,000 companies including Trader Publishing, Cars.com, Carsdirect.com, Autoextra.com, DCH Automotive Group, and Coggin Automotive. For more information go to http://www.callsource.com
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