G-Force Powersports Success Story: 5 Advantages a Sales Manager Found After Switching to PSX

In 2019, Don Werner, Sales Manager at G-Force Powersports in Colorado, gave PSX a short, direct assessment of PSX's CXMAi platform, which the store had switched to. This page keeps his words as he said them and turns them into a scorecard another dealer can use. It is a dated account of 2019, not a statement about the store today.

"PSX is one of the better systems for a CRM follow up. It's far the best CRM out there."

It is written for sales managers and dealer principals who are judging a CRM, either one they are about to buy or one they switched to and want to hold to account.

G-Force Powersports at a glance

Before PSX: no real follow-up system

G-Force went looking for technology to handle customer follow-up for its salespeople, because its previous provider had left them without one. Don summed up the before and after in two sentences:

"We did not have a very good follow-up system for the salespeople at our dealership. The PSX system has delivered a big increase in sales follow-up."

He did not give a number, so this page gives none. Here are the five advantages he described.

Advantage 1: a routine that tests persistence

Persistence is the hardest part of selling to keep up. Don said the system's routine made it a habit:

"The routine in PSX puts sales to the test with persistence. It reinforces use of the system on every single deal and in turn, every single transaction gets added in the system for automatic follow-up."

He stressed that this did not make the job more complicated:

"Using PSX works very well for a salesperson because it's simple to use. The inventory is on-hand at all times; when you're with a customer, inside the sales floor or outside the sales floor. It gives the salesperson every follow-up, all the time within the CRM as well. It's a good system."

The key phrase is "every single deal". Follow-up only becomes automatic when every customer is in the system. If you want to set the cadence itself, our guide to a powersports lead follow-up cadence that works lays one out.

Advantage 2: the mobile app

"The mobile app has definitely been the number one advantage to salespeople, by far. It's easy for a salesperson to use."

Powersports salespeople spend much of the day on the floor and the lot, not at a desk. For Don's team in 2019, having the system in their hands was the biggest single gain.

Advantage 3: the manager's view

With a large sales staff, Don needed to know where every deal stood without walking the floor asking:

"I like to use the screen on my own desktop so I can see what's going on with the sales guys. Especially with the big staff we have here at our store, I can use it to find out what interaction they did with the customer and what step we're at with the customer, so I can keep track of them at all times without having to be right there. Rather than having to ask the questions, I already know the answer and can follow-up from there with the salesperson as well."

Our article on the CRM dashboard for sales managers covers the views that make this kind of oversight useful rather than a burden.

Advantage 4: customer data for planning

"With all the information and the data we are collecting since starting with PSX, we're given a bigger, broader overview of a customer clientele base.

Not only in sales, retail, parts and service, we can also use the information for upcoming events in scheduling and planning to get more people through the door."

This is the long-term payoff of logging every deal. A database built from sales, parts and service contacts becomes the invitation list for open houses and ride days. Our guide to off-season marketing for powersports dealers shows how to use it.

Advantage 5: support that answers

"The people at PSXDigital really do care about what they do. They get back to you in a timely fashion. They do the best that they can to fix the issues and to move things forward in the things that we want for our dealership."

Don closed with his overall verdict:

"PSX is one of the better systems for a CRM follow up. It's far one of the best CRM systems that's out there."

Before and after, as the dealer reported it

What a testimonial cannot tell you

A success story is one manager's view at one moment. It is useful, and it is also the vendor's choice of what to publish. Search results for this story return directory listings and trade-press profiles, and none of them tells a dealer how to check a claim like Don's for themselves.

The fix is to turn his five advantages into questions and ask them of any CRM, including ours, and of the reference dealers a vendor gives you. Ask the sales manager, not only the owner, because the sales manager lives with the system every day. Simplicity matters as much as features: research on technology adoption, such as the Technology Acceptance Model, finds that people take up a system when they see it as useful and easy to use. Don made both points: "simple to use" and "easy for a salesperson to use".

A CRM scorecard built on the five advantages

Six questions, one per advantage plus a separate check on follow-up. Score each from 1 (no) to 3 (yes, and we can show it), and ask a reference dealer the same questions.

1. Every deal is logged. Does the process make it hard for a customer to skip the system? Pull ten recent sales and check each one has a record.
2. Follow-up runs without reminders from the manager. Do follow-up tasks appear on their own after a deal is logged?
3. Salespeople can work from the floor. Can a salesperson see inventory and their follow-up list while standing with a customer?
4. Managers see the step and the last interaction. Can you answer "where is this deal?" without asking the salesperson?
5. The data reaches beyond sales. Can you build an event invitation list from sales, parts and service customers?
6. Support replies quickly. Ask reference dealers how long a typical issue takes to get a response, and whether requested changes happen.

A score of 15 or more out of 18 is a system your team is likely to keep using. Under 12, find out which items fail before you blame the salespeople. This scale is our suggestion, not a benchmark from the case study.

What has changed since 2019

PSX's products are now presented under the PSX Ascend name. Here is what the live product pages say today:

• CRM. The AI-powered powersports CRM "operates within the connected CXMAi platform" and connects shoppers across phone, text and email, with views that help managers coach execution.
• ALMA, the Automated Lead Management Assistant, takes over the repetitive re-engagement of stalled prospects after a short period of active associate follow-up, aiming to bring the customer back to a live conversation with a person. It makes no AI voice calls.
• The follow-up model PSX promotes is close to Don's routine: quick multi-touch by associates, required notes and accurate dispositions, prompted manager review of stalled deals, then ALMA's re-engagement.
• Call recording. PSX records and tags every inbound call, and outbound calls where state law permits, with recordings in the customer record and a dashboard view for manager review. This is general information, not legal advice.
• Marketing. AMP marketing automation is described as a managed service and works within the PSX Ascend platform, so marketing activity and sales context share one view.

The mobile app Don praised was the 2019 product. We do not describe a PSX CRM mobile app here because we have not confirmed what is offered today. For a second 2019 account, from a Tennessee sales manager who focused on getting the team through the change, read the Columbia Powersports case study.

You can also see the same AI-powered powersports CRM on our sister site, PSXDigital's AI-powered powersports CRM page.

Sources

• Don Werner from G-Force Powersports (CO), 2019 recorded conversation, Vimeo
• 10 Things to Know about the Technology Acceptance Model, Jeff Sauro, MeasuringU