The new car market has experienced significant shifts recently, with private demand cooling, discounts increasing, and more brands entering the market. In this dynamic environment, it’s crucial for dealers to leverage all available tools to engage with customers effectively. One such tool is Cox Automotive’s Lead Driver, a lead management system (LMS) that exemplifies the kind of software smart retailers should be using.
In a recent interview, Automotive Analyst, Mike Costello and Callum Coe, Lead Product Manager, discussed using AI to build better sales relationships with LeadDriver, Cox Automotive’s AI-enabled lead management system. Click on the video below to watch the interview or read the highlights below.
The Role of Lead Management Systems
It’s essential for dealers to use tools like Lead Driver. These systems enable salespeople to focus on what they do best—building relationships and understanding customer needs—while automating administrative tasks. Callum Coe explains, “The value of a salesperson is conversations, relationships, understanding what someone needs and focusing on that. Management, relationship, and all the paperwork and processes happen outside of that.”
“The value of a salesperson is conversations, relationships, understanding what someone needs and focusing on that. Management, relationship, and all the paperwork and processes happen outside of that.”
Enhancing Sales Team Efficiency
Lead management systems can tangibly improve the efficiency and effectiveness of sales teams. Salespeople often juggle numerous prospects, making it challenging to keep track of all interactions. Lead Driver helps by managing these details, allowing salespeople to invest time in longer sales cycles, particularly for premium brands. Callum notes, “Managing 10 leads on time or more than 150 leads a month for a salesperson, you’re so busy actually talking to people, working on who’s in, who’s out there. You don’t have time to manage the things in the product itself.”
Balancing Technology and Human Touch
The balance between technology and the human touch in sales processes is crucial. While AI and machine learning can automate administrative activities, the human element remains essential. AI can handle tasks that don’t require personal interaction, freeing up salespeople to focus on customer relationships. Callum highlights, “What we’re talking about here is how technology and the human touch can complement each other rather than one replacing the other.”
“What we’re talking about here is how technology and the human touch can complement each other rather than one replacing the other.”
Future Developments in Lead Management
Looking ahead, the importance of AI in the future of lead management is clear. Emerging technologies aim to automate more administrative tasks, allowing sales teams to focus on strategic activities. Dealers can expect significant changes in interfaces and functionalities in the coming months, providing even more robust support for their sales efforts. Callum mentions, “You’ll actually notice very quickly the first half of this year how the interface is changing. I’ll give you some pretty obvious insight into what’s coming.”
In conclusion, the new car market’s evolution necessitates the use of advanced tools like Cox Automotive’s Lead Driver. By automating administrative tasks and enhancing the efficiency of sales teams, these tools enable dealers to stay competitive and meet the demands of a changing market. As technology continues to evolve, the integration of AI will further streamline processes, ensuring that salespeople can focus on what truly matters—building strong customer relationships.
Learn More about LeadDriver
To learn more about LeadDriver, click here.
