Sales reps busy playing Clash of Clans? Maybe they're 75 Reels deep on Instagram? Here's how to stay busy:

5. Role-play and Review

Don’t rewrite word tracks. Rebuild instincts. Get your floor managers walking deals again. Pull real scenarios from the last 30 days and walk through them—how they were handled, where they broke, how to close them better next time. Don’t run training for training’s sake. Run it to sharpen judgment.

4. Fix your follow-up infrastructure

If your BDC is manually following up on lease-end customers, you’re already behind. Build real cadences—text, email, voicemail drops—that don’t rely on memory or mood. Trigger them from actual data: RO count, equity position, service visit, warranty lapse. The point is relevance, not volume.

3. Purge your CRM of dead weight

No, your 18-month-old lead from a Gmail address in Alaska is not “still hot.” Your CRM is full of garbage because nobody ever stops to clean it. Take a day. Tag out the junk. Re-score what’s left. Use AI to send feelers on older leads and see who bites. The goal isn’t more contacts. It’s fewer distractions.

2. Treat the service drive like a second showroom

If you’re not doing equity check-ins during service appointments, you’re leaving money on the table every day. These customers already gave you their trust—and a half hour of their time. Use it. Train advisors to flag opportunity vehicles, then have a dedicated sales pro ready to engage. Not sell—engage. Let the numbers do the work.

1. Go deep on equity (with Envision)

This is where the actual upside lives. Pull your sold-not-serviced list. Filter for customers in a trade-up position. Layer in RO history and payment history. Then get on the phone with specific offers: same payment, newer car, lower repair exposure. Envision does the heavy lifting—your team just has to know how to act on it.

Final note:

Most dealers wait for traffic to bounce back. Top operators don’t wait. They work the database, work the drive, and pull real deals out of the customers they already earned.