For a Dutch importer of cars with a B2C sales network MSR has anticipated in a professional way on the changing behaviour of consumers. This changing consumer behaviour is often reflected in the orientation on the Internet, digital fist contacts and reduced showroom visits. When visiting the showroom the consumer is informed in a more complete and different way than before.
In addition to a structural improvement in the lead management process at dealerships MSR received the task of achieving a structural behavioural change in the commercial approach of sales manager and sellers in the most effective and efficient way (from a reactive to proactive lead approach).
MSR’s Sales Boosting 2020 gives sales managers a better understanding of the current status of the lead management process which he can use to structurally change the behaviour of the employees with regard to the approach of leads and follow-ups. On national average span of control from 1 – 3 the behavioural change is realized in a very effective and efficient manner. This behavioural change in sales and sales leadership results in structurally generate more promising leads (2 per day) and a 100% follow up of the leads. The outcome is a significant improvement in the sales results.
Upon successful development of the project MSR has adopted an integrated approach in which we tailor the following elements and issues that are discussed with the sales manager:
Coaching sales manager
Team and organization development
The qualitative results achieved at the level of the sales manager with leverage to the sales agents are:
The quantitative results achieved are: