April 11, 2022
Posted by: Jorge Platero
Category: Faconauto News
Consultant James Litton reflects in Car Dealer Magazine on what dealership sales teams could look like in 10 years.
Distributors are facing radical changes in their business model to adapt to new market needs. This implies a transformation of the staff and, therefore, the arrival of new professional profiles at the dealership. The consultant James Litton, with great prestige in the sector, reflects in Car Dealer Magazine on how the sales teams and dealership sellers in 10 years.
More diversity
The first big prediction is that dealership sales teams will be more diverse in the next decade. He points out that although actions are already being undertaken that favor mixed teams, the presence of women will be more powerful in the coming years in this department.
Equality, according to the consultant’s predictions, will reach all groups in the dealership, regardless of position.
more connected
Dealership sales staff will have to advocate more, if possible, for digitization and connectivity. The consultant gives as an example that it is increasingly common for a dealership to post videos made by internal sales staff on social networks. He explains that these personalized videos will become increasingly popular and will more decisively influence the customer’s buying process.
He also predicts that the value of this action will be in knowing how to monetize this activity in a way that influences income and sales results.
more digitized
Since agency sales models are likely to dominate most manufacturer networks, sales people will need to master the online arena. In 10 years there will be no reason why buyers can’t just pick up their mobile and buy a vehicle without even speaking to a human first.
Financing and insurance
The consultant also foresees that products related to financing and insurance will become increasingly digital. He even affirms that it may be that in 10 years the client will carry out this procedure from home without even going through the dealership.
“I’m not sure how radical some of these changes will seem to readers. If it is true that there will always be a need for someone to “sell” a car, but how that end result is achieved will continue to evolve,” he notes.
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