As he recounts his experience with different CRM providers, Brandon identifies accountability as a critical success factor. “One thing that DealerSocket helps promote is accountability…from the salespeople to finance to BDC and sales management, there's a level of accountability.” Brandon and his management team use DealerSocket’s Checkout functionality, a process by which sales managers set activity expectations and give each associate a rating based on where they fell against that expectation at the end of each day.
“The Daily Checkout gets the salespeople and sales manager on the same page. Each day. Going over what that one salesperson has in front of them, what they've got lined up for the next day, and how they perform throughout the day,” says Brandon.
For Brandon, creating a culture of accountability extends to everyone that is supporting the Walt Massey group. DealerSocket’s unique insights reporting helps him in promoting that culture. “The Internet ROI reporting is a very important tool for us because it shows what vendors we’re actually getting proven results out of and which ones that we’re not. You know, that gives us an idea of what we want to spend next month on with advertising, what third-party vendors we want to use, and DealerSocket helps make that possible.”