How To Use Objective Data to Create Performance Plans and Compensation Models How important is it to build a team around performance objectives that align with a dealer’s business strategy and are reflected in both evaluations and pay plans? 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.
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Ralph Paglia AutoCon 2012 Objective Data Performance Plans
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Transcript
How To Use Objective Data to Create
Performance Plans and Compensation Models
How important is it to build a team around performance objectives that
align with a dealer’s business strategy and are reflected in both
evaluations and pay plans?
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.
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.
90,000+ Outbound
Phone Calls / Month
Document Roles & Responsibilities for All Positions
Document Pay
Plan & Bonus
Structure that
reflects taller
Internet sales
funnel
* July 2006 Interactive Marketing Budget
* July 2006 Interactive Marketing Budget
Lead Volume puts pressure on response
times as a factor of staffing levels!
Top 4 Ways
to Close
More Sales
to Leads
Received
Dealer Response Attributes
Experienced by Customers within
24 hours of Submitting an Inquiry
Purchase
Respondents*
who DID
NOT
experience
the attribute
% of
Purchase*
among the
Leads who
DID
Experience
the attribute
Statistical Correlation Factor of Response attribute