One of the most influencial pieces of DriveCentric is the Sales Pipeline! It is the Home Screen for a reason, as it shows all Open Deals and where they are currently in the buying stage:

When looking at your Pipeline, this should be a list of Open Deals that you believe are going to purchase from you within the next month. When we talk about Pipeline Management, we will focus on how you can find good opportunities in the Pipeine, find the opporuntities that are not communicating with you, and find the opportunities that it might be time to take them out of the Pipeline as they are not going to purchase from you at this time!

Let's talk Pipeline Management

Start the day with working your Pipeline Right to Left. The reason we say work it Right to Left, is that we want you to start the day following up and strategizing how to move your "lowest hanging fruit" toward that Delivery of the vehicle. This all starts with the Sold Pending bucket and work your way back to the opportunities that are just Engaging with you:

When you start your day reaching out to these deals you will be accomplishing the following:

Now, how can you tell from the Pipeline if your opportunities are being contacted, or better yet answering your contact attempts? This is where the Customer Insight Counters come into play! These counters can be found in any of the buckets in the Pipeline, and will show you what you have done to contact the customer since they got into this current stage:

Once we know how to see if we are following up, we have to look at how the customer is engaging with us. If you call someone 3 times and they don't answer, if you call them again what do you expect the outcome to be? Are we following up to check a box, or following up to get Engagement?

If the customer is not responding back to you in the way you are reaching out - try something different! One of the best ways to Engage with a Customer is through Video!

How to Keep your Pipeline Clean

If you find yourself seeing deals that are matching the examples above, ask yourself what we are doing with this opportunity. Are they looking to buy a car now, are they looking to buy in the future, or maybe not looking at all? This is where we start to discuss marking those Opportunities "Dead" in the CRM.
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Marking the opportunity "Dead" does not mean you are not assigned to the customer anymore. It does not mean you can't contact the customer, schedule tasks, or add notes. All that you are saying is they are not looking to purchase now, and removing those from your Pipeline will help make your Pipeline more relevant to you.

One thing of note - if you do mark an Opportunity "Dead", do yourself a favor and schedule a task at the Customer level to follow-up with the customer if you want create organic prospect opportunities down the road. This task will show up in your Workplan on the date set up for the Customer!

This will help you better separate out your Open Deals you are working to sell, and your Prospects for the future that are not looking to purchase right now.

If you have any questions about how to best Manage your Pipeline, please reach out to your CSM Team (POD) via email, or Support Chat and they can help train on how to best leverage YOUR Pipeline to get the results you are looking for!