Hi Sara,

We want our sales team ready to hit the ground running for the next busy season. What should we focus on now to make sure they’re prepared to close sales when it counts?

Great question! There’s nothing better than a sales team that’s pumped, prepared, and ready to rock when the busy season hits. Think of this time as the preseason training camp for your dealership — what you do now will pay off big when your customers are ready to buy. Here are three must-do steps to prepare your sales team to bring in those sales!

  1. The Golden List (Your Next Customers Are Right Under Your Nose!)
    Let’s start with a little secret: you already have the customer list you need. Yep, it’s true! The magic group to target? Anyone who has paid off their unit, has a unit that’s out of warranty, or maybe has started looking a little longingly at the Jones’ shiny new toy next door. When these things align, we call it the lifecycle — that sweet spot where customers are ready to upgrade.

    Help your sales team understand this lifecycle concept and get them laser-focused on these customers. They’re primed and ready, just waiting for the nudge. And since you already have their info, there’s no need to reinvent the wheel. It’s all about working smart!

  2. Invest in Training (Because Winging It Isn’t a Strategy)
    Let’s be real: your team needs ongoing training to keep that sales funnel full, close deals, and handle objections like pros. Luckily, we have our Dealership Sales Training Master Class in our training portal that fills those gaps. And right now, it’s 30% off using the code SALES30!

    This training is perfect for the real-world challenges your team faces daily. By helping your salespeople brush up on their skills, you’re setting them up to convert those “maybes” into “heck yes!” Plus, your investment now will keep the sales momentum strong when things get busy.

  3. Embrace the CRM (Yep, It’s Time!)
    I know, I know… CRM! It’s the tool everyone loves to hate, but here’s the thing: if you want to create an amazing customer experience and keep tabs on what’s really happening with sales, it’s a non-negotiable. A CRM will help your team manage relationships, track their pipeline, and, let’s be honest, keep things from slipping through the cracks.

Now, here’s how to make sure your team actually uses it:

  • Weekly Check-ins: Review their notes, follow-ups, and progress. This keeps everyone accountable and reminds them it’s not just a “data dump” tool — it’s a part of their job.
  • Celebrate Wins Logged in the CRM: When a sale closes and all the CRM info is up-to-date, shout it out! Recognize the behavior you want to see.
  • Tie It to Performance: Include CRM usage in their performance review. When it’s tied to their growth, they’re more likely to keep it up to date.

So, start working on these three strategies now, and when busy season arrives, you’ll have a sharp, skilled, and organized sales team ready to bring in those deals! With the right list, the right training, and a CRM to stay on top of things, you’ll be ready to make this season your best yet.

Happy Selling!

Sara Hey