Automotive CRM
Stop Managing the CRM. Start Managing Conversation State.
Dealership CRMs still matter as systems of record, but they are no longer the best unit of daily management. This opinion piece argues that principals and GSMs should manage conversation state: whether each buyer is active, stalled, waiting, scheduled, reactivated, or ready for a human handoff. That model gives leaders clearer visibility, fairer accountability, and better follow-up quality than inspecting scattered leads, tasks, and notes.
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