Case Study - Improving Dealer Sales Performance

Case Studies

Case Study - Improving Dealer Sales Performance

Our Case Study on Improving Dealer Sales Performance

A tailored programme of coaching support and relevant management tools to embed best practice

The Challenge

Our Client, a UK national sales company with challenging sales growth ambitions, wanted to increase new retail vehicle sales to support their established dealer network in delivering enhanced sales per outlet.

Sales Managers often have very limited management training or experience and therefore benefit from the personal development opportunity of one-to-one in-dealership coaching over an extended period of time.

The Solution

We developed a tailored programme that provides the sales manager with tools and materials which develop his / her management skills in coaching and supporting the sales team.

It focused on increasing retail sales and profits through the application of a disciplined and structured sales and performance review process.

Content was designed to develop the Sales Manager’s coaching and motivation skills, encouraging success and emphasising the positive, to deliver improved results.

We recruited a team of experienced and qualified management coaches to work directly with Sales Managers in the dealership network. These coaches were trained in the structure and content of the Sales Improvement Programme before implementing it across the network.

The Outcome

Our Business Process Improvement team effectively designed and embedded the new sales process, achieving the following:

• Our programme delivered a significant uplift in both new and used vehicle sales volume
• The accuracy of sales data / key sales management information was improved
• The application of robust sales process disciplines, increased finance penetration and profit per unit on both new and used retail sales
• At the same time employee satisfaction levels improved markedly across the dealer network

Ultimately, this led to Dealers, where the programme was operating, demonstrating: a 15% improvement in the number of contacts made; a 25% improvement in the number of test drives and a 15% improvement in incremental sales achievement over those dealers who had not been through the process.

Our case study on Improving Dealer Sales Performance can be downloaded here: