Lisa Totten

Results-driven automotive sales executive with 13+ years of progressive leadership experience driving dealership profitability, sales growth, and operational excellence. Proven success improving lead conversion, maximizing gross profit, developing high-performing teams, and implementing scalable sales processes across a 40+ dealership region. Expertise in desking, subprime financing, VinSolutions CRM, leadership development, and performance management with a consistent record of delivering measurable business results.

Regional Director of Sales Development (Dealership Performance) - Camping World

(2020-01)

Lead sales development and operational performance across a 40-dealership region, partnering with General Managers, Sales Managers, Finance Managers, and hundreds of sales professionals to improve profitability, sales execution, and customer experience.

• Nearly tripled eLead closing performance across a 40-dealership region by standardizing sales processes, strengthening CRM execution, and coaching dealership leadership.
• Drive CRM adoption, sales process consistency, and leadership accountability across multiple dealerships, resulting in improved lead conversion, operational execution, and long-term dealership performance.
• Partner with dealership leadership to improve sales volume, gross profit, customer satisfaction, and operational performance through data-driven action planning and accountability.
• Coach Sales Managers, Sales Associates, and BDC teams through in-store development, live deal reviews, TOs, objection handling, and sales process execution to improve accountability and dealership performance.
• Design and facilitate regional leadership training, sales workshops, and executive presentations focused on performance, accountability, and operational excellence.
• Develop and analyze KPI dashboards to identify opportunities, improve sales performance, and drive operational consistency.
• Selected by executive leadership to develop and implement a region-wide social media initiative, training dealership leadership teams on digital engagement strategies that supported lead generation and customer acquisition.
• Utilize advanced VinSolutions CRM expertise to improve lead response, appointment conversion, pipeline management, and sales effectiveness.

Sales Manager - Camping World

(2019-01 - 2020-12)

Directed all aspects of daily sales operations while leading and developing a high-performing sales team.

• Identify, recruit, interview, and develop high-performing Sales Managers, Sales Associates, and BDC professionals.
• Coached sales consultants through every stage of the sales process, including prospecting, product presentation, negotiation, desking, and delivery to improve closing performance.
• Desked deals and collaborated with Finance Managers to structure profitable transactions while delivering competitive payment options.
• Managed CRM performance, internet leads, and sales forecasting through VinSolutions.
• Held dealership teams accountable through KPI reviews, performance coaching, and action planning.
• Worked closely with dealership leadership to maximize sales volume, profitability, and customer retention.

Sales Manager - Peak Kia

(2017-01 - 2019-12)

Managed daily dealership sales operations while leading, coaching, and developing a successful sales team.

• Implemented sales processes that increased gross profit, improved operational consistency, and drove higher vehicle sales.
• Specialized in subprime financing, structuring complex credit deals and developing strong lender relationships to secure approvals while maximizing dealership profitability and customer satisfaction.
• Desked deals and collaborated closely with Finance Managers to optimize approvals, customer satisfaction, and front-end gross.
• Managed internet leads, showroom traffic, and CRM activity to maximize sales opportunities.
• Fostered a culture centered on accountability, teamwork, and exceptional customer service.

Automotive Sales Consultant - Automotive Dealerships

(2013-01 - 2017-12)

• Consistently exceeded sales goals through relationship-driven selling and exceptional customer service.
• Built a strong referral and repeat customer base through trust, follow-up, and product knowledge.
• Guided customers through every stage of the sales process, from needs analysis and vehicle selection to negotiation and delivery.
• Utilized CRM systems to manage prospecting, customer follow-up, and pipeline activity.
• Partnered with Finance and dealership leadership to deliver a seamless buying experience.

Master of Business Administration - MBA - University of Phoenix

Bachelor of Arts - Psychology - University of Tennessee, Knoxville