Should A Manager Do Research In The CRM Before Splitting Deals? Do not let a salesperson tell a manager to split a deal, take another salesperson off a deal or merge a deal without doing research. One way to check this is to not accept any new deal without looking it up first in the CRM. Unfortunately, there are some sales staff that make a living by stealing deals from other salespeople.

“Open the CRM every time and search the name, email or phone number. Look for duplicate leads.”

Most dealerships have a very clear rule “If it is not in the CRM it does not exist.” Yet there are sales staff that will get a lead realize it is someone else’s customer and start working it from their cell phone or a different email to keep it out of the CRM. Their plan is to develop a relationship with the customer or set an appointment to somehow steal a whole deal or get on a 1/2 deal from an unsuspecting salesperson. This usually happens to the new guys.

“Most dealerships have a very clear rule – If it is not in the CRM it does not exist.”

The Sales Managers Can Stop CRM Cheating With A Little Research. Open the CRM every time and search the name, email or phone number. See if there are more than one lead. Look closely to see what happened before you agree to the split. Interview the customer, talk to both salespeople and hear both side and then run it by another manager to get a 2nd opinion.

If you are having problems like this, let me help train your sales staff to sell 20+ cars a month. Vincent Hoss