Your Salespeople Are Cherry-Picking Leads and Calling It Good Follow-Up

Salespeople are not always “working every lead” — many are cherry-picking the easy ones, ignoring harder customers, and blaming lead quality when the process fails. In this episode, we break down how payment leads, credit leads, trade-only leads, Spanish leads, and service-to-sales opportunities get mishandled when dealerships confuse CRM activity with real follow-up.