Automotive & Mobility

Optimizing New Car Sales Through Structured Sales Management for an Operating Car Retailing Company

Challenges

The market environment for new car sales is becoming increasingly challenging due to rising finance/leasing rates, growing transparency and price pressure (e.g., from online trading platforms), the reduction/elimination of incentives for the purchase of electric vehicles, and changing customer needs

 

Therefore, the client wants to continuously professionalize new car sales in order to reliably achieve ambitious sales targets

 

In addition, the company aims to develop and realize additional sales potential with a quick return on investment

Problem-Solving Approach

Instilling continuous improvement based on a four-phase improvement cycle:

  • Identifying opportunities for improvementt
  • Deriving and agreeing on concrete actions
  • Implementing actions
  • Measuring and tracking success

Strengthening the focus on quantitative targets, the achievement of which is discussed on a whiteboard as part of a daily team dialog between sales managers and the sales representatives

Results

Increased the average number of incoming orders per business day for all sales consultants by 40–200% over the previous year in a 15-week period

 

Enhanced visibility into a motivating leadership culture and sense of ownership by all team members for shared success

 

Improved positive attitude (“can-do attitude”)

 

Intensified peer-to-peer sharing of experiences among the sales force

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