Company profile Car dealership
Industry Automotive
Company size 5 dealerships
Summary Squirrel Business Hub implemented Zoho CRM for this company, enabling them to re-target their database and launch a successful pilot tele-sales campaign.
Software Zoho CRM, Zoho Projects

The brief

This car dealership had a large database of past customers that they wished to re-engage during a tele-sales campaign, in order to leverage upselling opportunities. Without a CRM system in place, however, they had no way of re-targeting customers, tracking calls or measuring the success of their campaign. They needed to be able to do this in order to decide whether to roll it out into their other dealerships.

The solution

The car dealership engaged a sales coach and a team of four salespeople to implement the campaign, and Squirrel Business Hub to install Zoho CRM.

Working with the sales coach, and to a limited budget and timeframe, Squirrel installed and implemented Zoho CRM within 10 days. They then designed and implemented a process whereby the tele-sales team would work through the call list. They automated notifications to the account manager and finance broker when appointments were booked or a salesperson was required to schedule a callback.

To enable management to monitor and measure the success of this pilot program, Squirrel created a dashboard for each member of the telesales team, showing in real time how many calls and conversions they were making, as well as a dashboard displaying results for the whole team.

Following the completion of the pilot project, future plans include phone integration with the CRM, click-to-call through the computer and recording calls, which will be useful for training purposes.

The benefits

  • Ability to engage with and leverage large database of existing customers
  • Ability to track the number of calls and conversions each member of the tele-sales team is making
  • Increased efficiency through automation
  • Ability to track the ROI of pilot project and decide whether to roll it out in other dealerships
  • Reliable means of measuring the team’s KPIs

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Squirrel Business Hub implements and integrates CRM and other cloud-based systems, and provides training and support, for small and medium-sized businesses all over Australia, including Melbourne, Bendigo, regional Victoria, Tasmania, Sydney and Brisbane. This empowers them to automate their processes and improve their efficiency.