Automotive Business Solutions was commissioned to provide consulting services when sales consultants’ walk-around presentations to OEM executives were below acceptable standards.

Implementation

After interviewing sales consultants and observing current performance levels, concurrent meetings with the sales managers and dealer principal led to a multi-faceted 19-day project (extended over six weeks) involving facilitation and training opportunities.

We developed position descriptions, policies and procedures and sales process manuals.

In addition we enhanced the worksheet and developed a customer care follow up script for sales managers.

We then oriented and trained the sales team on how to use “Projections and Progress™, and the Appointment Board™.

The next step was a five-day Pro-Active Selling Skills seminar, after which we observed performance, evaluated progress and gave relative feedback to stakeholders.

Four consecutive agenda-driven weekly sales meetings (on Power Point™) were formatted and facilitated, and we continued to coach, mentor, counsel and motivate the team.

Outcomes

The training and support combined with new tools, strategies and enriched processes resulted in dramatically improved walk-around presentations. As a matter of fact when an OEM executive returned for another walk-around presentation he was pleasantly surprised at the level of improvement.  In his words, “the difference is like day and night.”

In addition, the dealership experienced a dramatic increase in sales volume.

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