November 7, 2023
In today’s automotive market, inventory shortages and high customer expectations have changed the game. Sales managers must think strategically, pre-qualify clients effectively, and move transactions swiftly from lead to ink-ready deal. That’s where acting as a sales quarterback becomes essential.
A true sales quarterback doesn’t just call plays—they lead the field, guiding consultants, managers, and F&I teams toward smarter, faster, and more profitable outcomes. With the right mix of technology and leadership, dealerships can optimize throughput, gross, and sales per consultant while creating a seamless customer experience that builds loyalty and trust.
Think of your website as your digital stadium—it’s where your plays unfold. Yet, many dealers still overcrowd their sites with too many calls-to-action (CTAs). We’ve seen search results pages cluttered with more CTAs than vehicles. The result? Confusion for customers and wasted leads for your team.
As a sales quarterback, your job is to simplify the path to conversion. If inventory is limited, you don’t need dozens of CTAs competing for attention. Instead, focus on what drives qualified, fundable leads ready to close.
Ask yourself:
Trim the fat from your website and make every click count. A sales quarterback protects the team’s time, ensures quality leads move to the front of the line, and empowers consultants to work smarter, not harder.
Modern dealerships thrive on digital transactions. A skilled sales quarterback understands how to transform low-performing lead sources—like tier-1 or third-party prospects—into ready-to-fund digital deals.
By using advanced digital retailing tools, you can give customers more control while increasing close rates. Let buyers self-select, input their own data, and structure their deals from the comfort of home. Just as banks trained us to use ATMs, digital retailing trains buyers to help themselves.
This strategy not only improves convenience for the customer but also optimizes your team’s efficiency. When consumers take the initiative to input their own credit info and payment preferences, your consultants and BDC staff are freed to focus on high-priority opportunities.
The sales quarterback knows that technology isn’t replacing human touch—it’s enhancing it. By converting conversations and non-native leads into fundable, ink-ready agreements, your dealership boosts performance while maintaining customer satisfaction.
One of the most powerful tools in a sales quarterback’s arsenal is the in-store credit estimator. While online credit estimators are great for letting shoppers test the waters, in-store versions offer a deeper level of insight and control.
Imagine knowing exactly which customers need F&I assistance and which are ready for immediate approval—before they even sit down with a consultant. That’s the advantage of integrated credit estimation technology.
With an in-store estimator, managers can:
This visibility allows your sales quarterback to allocate the right team members to the right customers, maximizing both efficiency and profitability.
Of course, the key is integration. A modern sales quarterback ensures that every tool—from credit estimators to apps—is connected to the dealership’s digital ecosystem. That way, credit estimates flow seamlessly into digital deals, eliminating friction and keeping the sales process moving smoothly toward that “funded and delivered” finish line.
Once your online system is optimized and your credit tools are in place, the next challenge is managing in-store flow. As a sales quarterback, you must keep the funnel tight, efficient, and goal-driven.
Using clear, deal-focused CTAs online and smart routing tools in-store allows you to direct the right customers to the right team members at the right time. Consultants can focus on serious buyers, while managers oversee operations and intervene strategically.
This approach ensures every lead—whether from digital, phone, or walk-in—moves through a frictionless process toward conversion.
Your role as the sales quarterback is to call plays in real time, balancing the workload and ensuring that no opportunity is lost in the shuffle. Every move, every tool, and every conversation must align toward one objective: more fundable, ink-ready deals.
One of the defining traits of a strong sales quarterback is knowing when to step back and let customers take control. Today’s buyers are tech-savvy, independent, and eager for convenience.
Your dealership’s digital platform should act like a virtual assistant—empowering customers to input their own information, estimate credit, build deals, and schedule appointments.
By enabling self-service, you:
Think of it as modern teamwork—your customers are now part of your offense. And the more engaged they are, the faster your dealership moves down the field.
A sales quarterback doesn’t just manage leads—they protect the team. Every moment a consultant spends on an unqualified lead is time lost from a high-value deal.
Technology allows you to qualify prospects earlier, identify fundable deals faster, and minimize back-and-forth communication. By streamlining the workflow, you free up your desk managers and finance office to focus on what truly matters: closing profitable transactions.
The result? Higher throughput, increased gross, and improved sales per consultant—all without increasing headcount.
Being a sales quarterback is about leadership. It’s about seeing the whole field—digital leads, in-store customers, credit data, and sales opportunities—and calling plays that put your team in the best possible position to win.
To succeed, you must combine people, processes, and technology into one cohesive game plan. That means:
A sales quarterback leads by example—clear communication, smart strategy, and consistent execution. When your team sees you adapt, they follow your playbook.
At SimpSocial, we understand what it takes to succeed in today’s dealership environment. Our advanced AI-driven platform helps sales quarterbacks streamline operations, pre-qualify leads, and deliver a faster, smarter customer experience.
With tools like Sarah AI, built-in lead generation, Power Dialer, and 24/7 engagement, SimpSocial empowers dealerships to turn every opportunity into a win. From precision-targeted social media lead generation to automated follow-ups, SimpSocial equips every sales quarterback to lead their team to victory—deal after deal.
Would you like to learn how SimpSocial helps dealerships get funded faster and create more joy and trust in every sale? Start your play today.
