Automotive & Mobility

Optimizing the Operational Sales Processes at a Sports-Car OEM

Challenges

Increase in sales effectiveness:

Increase in sales efficiency:

Problem-Solving Approach

Developing a process model across all sales levels

 

Preparing the project and compiling the project definition

 

Analyzing the as-is situation:

Shaping the to-be organization:

Preparing the implementation and developing an action plan incl. dates, responsibilities, budgets, etc.

Supporting the implementation:

Results

8 out of 18 action fields prioritized

 

Sales-network development organizationally separated from the sales operations (new department established)

 

Processes and the remaining organizational structure adapted to the to-be concepts

 

Significant increase in effectiveness in the form of additional contribution margins considered in re-worked target agreements of the relevant directors and additional capacity created by efficiency improvements