cherry hill, nj may 3-4, 2016 powerpoint - sales
TRANSCRIPT
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Cloud Trainer, LLCKarla Guleserian, MSECPresident
Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Getting Right to the Heart of BDC Success
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It Doesn’t Matter What You Call It…You better be READY for it!o Dealer Principal/GM support o 100% manager buy-ino Prove its profitability
The Purpose Of The BDC Is To Increase Sales & Profits!
Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
BDC, CRC, CCC, CDC, SCC, ACC…
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
peo·ple/ˈpēpəl/nounThe most important resource in the workplace.
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
“The achievements of an organization are the results of the combined effort of each
individual.”– Vince Lombardi
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
of employee turnover is the result of “bad
hiring decisions.”- Harvard Business Review
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Your Recruitment Process Is Crucial
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
trainer, coach, and manager excited and motivated outstanding telephone skills excellent oral & written communication
skills exceptional appointment setting skills sales experience
(BDC Manager)
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
interview by phone first excellent phone voice sounds excited good communication skills effective follow-up skills stable job history
Appointment Setters
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Put Together A PlanManufacturer trainingVendors
BDC manager Online training
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
CRM usage Process maps Email, phone, chat, text
follow-up Phone scripts Database integrity
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Clarify roles Share knowledge Quizzes Contests Rewards Make learning fun!
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Role plays Practice voice messages Listen to phone calls Overcoming objectives East/West appointment
setting Assumptive questioning Product knowledge Pacing – align and agree Scheduling valid appointments
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Explore The Potential Of The Team Through Collaboration
Communicate the “Book of Business” every dayShare lessons learnedTalk about challenges and issuesIndividual accountability
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
RULE YOURSELF“You are the sum of all of your training.
It's the only way to get better."
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
proc▪ess/ˈpräˌses,ˈprōˌses/
nounA clearly defined series of actions or steps taken in order to achieve a particular end.
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Establish A Phone-Centric EnvironmentThe BDC is a Call Center!
All agents should be on the phone!
What does a successful call sound like?
Track inbound phone outcomes
Know agent outbound performance & volume
NO place for “average” telephone skills
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Pick Up The PhoneMake Something Happen Tone and inflection (mirrors!) Pacing the conversation Identify prospect’s wants and expectations Dealership value proposition scripting Confirm caller’s full contact info Always ask for the appointment
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Micro-Management Required!
CRM usage analysisOpenly assess processesInspect lead information One-on-one coachingIndividual accountabilityCRM technical issues
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Telephone & text follow-up planChat processAutomated email action planCustom email planUse videoLead routing (150-250 opportunities per agent)Bridge the gap between the showroom and BDCBDC bonuses, incentives, and rewards
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Coordinate With The Marketing Function
Align with digital and offline marketing tacticsCustomize phone scripts for promotionsPractice phone scripts in group trainingMirror email campaigns with offline campaignsSegment service data: email and phoneControl email “blasts”Measure and report email marketing results
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
prof-it-a-bil-i-ty\ˌprä-fə-tə-ˈbi-lə-tē\
nounThe ability of a business or department to earn a profit.
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
The 60% RuleBased On Opportunities
(Chat, Phone, Text, Email)
100 Opportunities x 60% = 60 Connections
60 Connections x 60% = 36 Appointments
36 Appointments x 60% = 21.6 Shows
21.6 Shows x 60% = 12.96 Sold
Average Gross
Performance Benchmarks
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Connection Ratio100 Opportunities x 60% = 60 Connections
Appointment Ratio60 Connections x 60% = 36 Appointments
Show Ratio36 Appointments x 60% = 21.6 Shows
Sold Ratio (Total & Lead Source)21.6 Shows x 60% = 12.96 Sold
Average Gross
KPIs: Key Performance Indicators
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Measure & ReportINDIVIDUAL and GROUP
Performance
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Pay plans must make financial sense Validate performance metrics then pay Agent deal gross reporting Control expenses BDC P&L Statement
The BDC Must Be A Profit Center
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Plan your BDC before implementing – prove its profitability Assess your recruiting process Hire qualified people Develop a training plan Train regularly and consistently Build a telephone-centric BDC Design consistent & repeatable processes Inspect what you expect!
Conclusion
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Karla Guleserian, MSEC | Cloud Trainer, LLC | President | [email protected] | (410) 404-3860
Hold individuals accountable for performance Measure group performance Establish KPIs to measure success Track and report key metrics and make improvements Devise pay plans that make financial sense Validate performance targets BEFORE compensating Control expenses Produce a P&L Statement for your BDC
Conclusion
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Contact Info
Full Name/Title: Karla Guleserian, MSEC / PresidentCompany: Cloud Trainer, LLCWebsite: www.CloudTrainer.comEmail: [email protected]: (410) 404-3860