Realistically I think 125 leads with heavy follow up and a strong process is effective. Remember a percentage carry over into the next month, a percentage get sold, and a percentage become dead leads. Anything over 150 is way too much. I had people handle 200-250 at one point due to my dealer not allowing me to hire staff and I suffered from lack of follow up.
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How many leads can an Internet Manager handle, effectively?
- Thread starter ddavis
- Start date
- Apr 7, 2009
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- Joe
Yag,
Just re-read your post. I got you now!
You wrote: "..start with knowledge of what's needed, a good HR process has to follow"
ack! Processes! Yet another weakness of our industry!
Yag, time for you to open a new biz... Dealer HR Services.
What was the thought process? My GM wanted me to add more people than we had desks, phones and computers ...like they could share.
- Dec 30, 2009
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- Yago
Yag,
Just re-read your post. I got you now!
You wrote: "..start with knowledge of what's needed, a good HR process has to follow"
ack! Processes! Yet another weakness of our industry!
Yag, time for you to open a new biz... Dealer HR Services.
As if I dont have enough in my plate... you start it and I will follow you, how's that?
I believe if it is 100% used or a heavy % of used it does change things. I'm ok with less used car leads. I would have traded 100 new car leads for 10 used car leads when I sold cars. Not that I didn't make money on new but it wasn't close. $800 gross vs $3000. Sell 25 new cars to make the same as 15 used. There are many factors that go into this question.
As for the question about the phone calls, thats a structure thing. If they take ups, phone calls, etc...As for tracking outbound calls there is phone systems that give sales people an extension to dial out and it tracks the calls and what numbers they call. We had that. Problem is if you have a list type of caller it slows them. Thats when you have to decide if tracking is more important than a few extra calls every day.
As for the question about the phone calls, thats a structure thing. If they take ups, phone calls, etc...As for tracking outbound calls there is phone systems that give sales people an extension to dial out and it tracks the calls and what numbers they call. We had that. Problem is if you have a list type of caller it slows them. Thats when you have to decide if tracking is more important than a few extra calls every day.
- May 1, 2006
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- Alex
it Tuesday. 
✨ AI Highlights
# Summary Automotive industry professionals debate the optimal monthly lead volume for Internet Sales Managers (ISMs), with opinions ranging from 80 leads to 200+ leads per month. Key disagreement centers on whether ISMs should handle fresh leads exclusively or manage a pipeline of aging leads, with Jeff Kershner arguing that 80 fresh leads per month combined with a backlog of 150-170 active leads from previous months enables ISMs to close 15-20+ cars effectively without cherry-picking, while others contend that 180-215 leads enables top performers to sell 20-25 cars monthly. The emerging consensus suggests lead capacity depends heavily on lead quality, ISM skill level, available support tools, and whether a BDC handles long-term follow-up after 45 days.
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