Automotive Business Solutions was commissioned for a six-week period to supply interim management and consulting services and to review and make recommendations in areas relating to the day to day operation of the new and used vehicle sales departments.

Based on recommendations and by the dealer’s request, the project evolved into an eight-month term of interim management, consulting, facilitation and training.

Implementation

After interviews with sales consultants and sales managers we collected additional data by observing day-to-day individual and team performance.

With due consideration to findings we began the change management and cultural shift process, moving to a less controlling and more empowering, supported management approach.

We implemented, oriented and trained the team on “Projections and Progress™ and the Appointment Board and introduced structured, agenda driven Sales Meetings on Power Point™.  Coaching, Mentoring and Counseling were an integral part of daily activities as we began to re-align and balance processes.  We also re-organized offices to improve appearance and efficiency.

Through our newly developed Four-Phase recruiting approach, additional sales consultants were hired to cope with ever-increasing sales.

Communications, processes and relationships were vastly improved through documented processes, relevant flow charts, innovative tools and relationship-based strategies.  Understanding of the impact of cultural shifts combined with our experience in working collaboratively with front-line staff led to successful individual, team and inter-departmental transitions.

In addition, the dealership was left with the Sales Process Procedural Guide and a relative Resource Manual for sales managers and sales consultants.

Outcomes

The end result was a consistent and dramatic increase in sales volume, shattering all previous records!  Becoming the #1 volume dealer in their region, they continue to set new volume and profitability records.

The senior sales manager commented that “we never had so much fun and the dealership never ran so smoothly.”  “We were the dream team.” As they grow and the need arises, the dealership continues to use our services to orient and train new recruits.

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