Dave Steinberg, President and CEO of FourEyes, reveals powerful strategies for dealerships navigating today's challenging economic environment. As tariffs and market uncertainty shake consumer confidence, Steinberg explains why dealerships need a fresh approach to measuring performance and managing sales expectations.

Drawing from FourEyes' analysis of 40,000+ salespeople nationwide, Steinberg unpacks why raw sales numbers can be misleading. He shares a compelling example of a salesperson who sold 18 cars in a month – seemingly impressive until you realize they closed only 11% of leads compared to the group's 15% average. That difference represents six missed sales opportunities! This surgical analysis extends to BDC operations, where many dealerships have thousands of leads languishing with 1-2% close rates due to ineffective routing and follow-up.

The conversation tackles the AI hype head-on, distinguishing between "surgical" and "shotgun" approaches. Steinberg argues persuasively that AI's true power comes from quality data that personalizes the sales process rather than replacing human interaction. "AI is not going to replace salespeople; it's going to augment them," he notes. This becomes particularly important as the data shows most current buyers are purchasing out of necessity, making them more receptive to consultative selling that addresses their specific needs.

As economic headwinds intensify, Steinberg emphasizes the importance of industry collaboration. Early indicators show potential softening in crucial metrics like 4-7 day close rates. By sharing information and adapting strategies collectively, dealerships can navigate uncertainty while maintaining team morale and performance. Listen now to discover how better data insights can transform your approach to sales management and customer engagement during these volatile times.