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Four ways to improve sales technology adoption in the aftermarket

Monday, January 30, 2017 - 09:00
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The automotive industry has a lot to gain from technology. In fact, a report by SNS Research states that connected car services, such as navigation and fleet management, will bring in around $40 billion in annual revenue by 2020. The accelerated use of embedded in-vehicle connectivity and smartphone integration platforms is driving the potential profitability of these innovations faster and further.

Technology offers masses of potential in this market, but its real value in terms of profits still remains to be seen. While it’s very appealing to be at the forefront of innovation, the recent decline in light-vehicle sales in the U.S. is some cause for concern. Any downturn at any point in the automotive ecosystem is bad news for the aftermarket sector. When profits are down for the dealership, your business will take a knock too.  

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To mitigate the risk posed by fluctuations in the market, you can use technology to improve your sales process. To do this successfully though, you need to ensure that the right software is adopted company-wide. Here are four ways to encourage this.

Understand the needs of your staff

Not everyone on your team will use the same technology in the same way – some may not even use it at all. When people are accustomed to working a certain way, it can be challenging to get them to think and do differently. The best approach is to involve your staff in the implementation process from the very beginning – explain the benefits of the new technology, ask them for their opinions and listen to their suggestions.

Pay attention to how the new system or tool is going to be used. In some instances, multiple departments will need access to the same customer information to ensure a seamless transaction. Any glitch in the software implementation process could disrupt daily activities and hinder, rather than help, a sale. The point is not to bulldoze the new technology into your employees’ work lives; you need to give thought to how it will enhance their responsibilities and get them fully on-board from the get-go.

Provide training

New technology can seem daunting and incomprehensible. Many salespeople are not particularly tech-savvy, some are even technophobic, and most will be reluctant to use the new tool if they haven’t been shown how. If you want to get the most out of your software system then you need to invest in good, regular training sessions that are relevant to each user’s needs.

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