Helping your collision center staff to understand the need to become a sales driven organization is key to your overall financial success. This includes understanding that the “estimate capture rate” is imperative to make this happen. Currently the average capture rate throughout the industry is 50 percent. In “Building a Sales Driven Organization” ATI business coach Jackie Ferrier will discuss the current obstacles standing in the way of capturing more work without losing money and how to overcome these obstacles using various selling tools. You’ll take away tools to better identify the needs of your customer using buyer personas as well as how to incentivize your people in order to drive the behavior you want.