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Sales monitoring system boosts appointment rates

Partners in Training & Consultancy has launched a telephone sales monitoring service that it believes will help dealers boost customer appointment rates.

Callcheck, a quicker, more efficient version of Partners' existing tape-based monitoring system, downloads at night all dealer sales calls made that day. The software, developed by a specialist IT firm, allows the company to provide sales managers with an immediate critique on any training required by their staff.

Managing director Vivian O'Toole said: “Around 60-65% of enquiries to the dealership are via the phone. This has increased with the growing popularity of the internet, which generates more phone calls.

“Appointment rates are often below 10%, but by using Callcheck sales staff could expect to achieve rates of 50% plus. The higher the rate, the higher the opportunity to make more sales,” he said.

“We are targeting manufacturers and large dealer groups. We can give manufacturers feedback on sales enquiries rates at dealerships and empower sales managers to control what happens on the phone.”

Partners can also produce management reports assessing the type of ads that prompt phone calls, dealership performance compared to benchmark figures, and the type of information customers request.

“The system could also be used in the aftersales department,” added Mr O'Toole.

Callcheck costs a one-off installation fee, typically £1,500, plus a monthly maintenance fee based on the number of sales staff. A dealership with four sales people would expect to pay £295 a month.

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