Renault dealers rewarded for hard work
Renault South Africa recently held its annual Dealer of the Year Awards, acknowledging great performance to the brand within the 80-strong Renault Dealer network.
- Dealer News
- 2 June 2025
Sales activity management is probably the most important job of any sales manager but there is very little information available with which to manage it.
I know some manufacturers and a few dealers that have taken this quite seriously, but I am not sure that companies pay their sales managers or reward dealers on the effective management of sales activity.
Sales enquiry volumes by vehicle.
Source of the enquiry (phone, walk in, promotion etc).
Number of potential trade-in vehicles.
Manage the workload of the sales team.
Determine what vehicles are being enquired about (efficiency of advertising, pricing, branding and positioning).
Determine what resources are required where (telephonists, floor salespeople, greeters, product specialists).
Which salespeople are proficient in dealing with clients face to face versus over the phone.
Which salespeople are more successful on which models.
Predict sales outcomes that will enable the sales manager to manage stock more effectively.
Determine which salespeople are better at negotiating a deal when there is a trade-in.
Once you have accurate activity data over a period of time, it will give you an incredible insight into which salespeople and processes are truly effective and where there is opportunity.
An example I use often is if salesperson A regularly receives 100 enquiries and sells 15 vehicles and salesperson B receives 20 enquiries and sells 10 vehicles, who is in fact your better salesperson?
You may want to find out why two salespeople have such a vast difference in enquiries – maybe one has a telephonist friend and receives more than their fair share of enquiries. Another possibility is that salesperson B may be happy with selling 10 vehicles and is not too keen to take on extra leads.
I could go on forever with possible scenarios, but the fact of the matter is that unless you have activity data that can be effectively used to manage sales, you cannot maximise the potential of the dealership.
In closing, I have personal experience in using the data described above and it made our business incredibly efficient and effective, as we know, efficiency and effectiveness always lead to improved results.
Take care.
Donald
Renault South Africa recently held its annual Dealer of the Year Awards, acknowledging great performance to the brand within the 80-strong Renault Dealer network.
May 2025 was a consequential month for South Africa’s automotive sector, marked by a long-anticipated shift in the monetary policy cycle.
Article written in conjunction with Keyloop.
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You can't build a reputation on what you are going to do.
Henry Ford
Renault South Africa recently held its annual Dealer of the Year Awards, acknowledging great performance to the brand within the 80-strong Renault Dealer network.
South Africa’s top-performing Finance & Insurance (F&I) professionals in the automotive retail sector were honoured at the prestigious 2025 Lightstone Auto Star Reacher F&I Awards held this past weekend.
Whether you are an owner or your dealership is owned by a corporate, it always has a value. In broad terms, this value is made up of two parts. The first is the net asset value of the dealership and the second is the goodwill of the dealership. It is on this basis that most motor dealerships are bought or sold.