For many dealers, these tough economic times have literally meant a struggle to survive. And even with the recent uptick in business, there is always a question about the future …What should we do to stay current and viable? How am I going to maintain or increase profits in this competitive environment?
As annuity accounts have dwindled in many markets and the need for new business development has risen, dramatic changes have been forced upon almost every selling organization. In many dealerships the old paradigm of salespeople doing it all—finding, closing and managing the projects through job closeout—has evolved into distinct separation of business development and account/project management roles. This shift has forced dramatic changes to the process model that supports the sales efforts.