This comprehensive sales program for car dealers systematically evaluates all aspects of sales operations. Individual sales consultant evaluations, management personnel, and dealership process assessments. Our assessment tool quantifies performance against industry best practices. The final report includes gap analysis and detailed recommendations.
Implementation of the recommendations can drive increased volume, market share, profitability, and client satisfaction. Brand integrity is protected and consistency across multiple locations is achieved.
The assessment is highly customized to the car dealer group or retailer network's priorities. However, a typical structure of the assessment looks like this:
PERSONNEL ASSESSMENT
1.1 BRAND VALUES
1.2 PERSONAL ATTRIBUTES
1.3 SALES APTITUDE
1.4 KNOWLEDGE VERSUS EXECUTION
1.5 GAP ANALYSIS
1.6 RECOMMENDATIONS / ACTION PLAN
DEALERSHIP PROCESSES ASSESSMENT
2.1 RECRUITING / HIRING / ORIENTATION
2.2 REMUNERATION / INCENTIVES
2.3 ON-GOING SKILL DEVELOPMENT
2.4 COACHING PROCESS
2.5 GOAL SETTING
2.6 SALES CYCLE DOCUMENTATION
2.7 TRACKING AND ACCOUNTABILITY
2.8 CRM PROCESSES / UTILIZATION
2.9 CLIENT SATISFACTION METRICS
2.10 INTERDEPARTMENTAL TEAMWORK
2.11 USED CAR APPRAISAL
2.12 MANAGEMENT STRUCTURE / RESPONSIBILITIES / REPORTING
2.13 SALES DEPARTMENT HUMAN RESOURCES
2.14 DEALERSHIP APPEARANCE / HOUSEKEEPING
2.15 MANAGEMENT INVOLVEMENT SALESPEOPLE / CLIENTS
2.16 GAP ANALYSIS
2.17 RECOMMENDATIONS / ACTION PLAN
MANAGEMENT PERSONNEL ASSESSMENT
3.1 PERSONAL ASSESSMENT
3.2 SALES PROCESS PHILOSOPHIES
3.3 COACHING / TRAINING / LEADERSHIP
3.4 SALES MEETINGS
3.5 COACHING STRUCTURE / CONTENT / FREQUENCY
3.6 BRAND VOLUME / MARKET SHARE EXPECTATIONS
3.7 COMMUNICATION SKILLS
3.8 STAFF PERFORMANCE EVALUATION
3.9 BUILDING A HIGH PERFORMANCE TEAM
3.10 GAP ANALYSIS
3.11 RECOMMENDATIONS / ACTION PLAN
USED DEPARTMENT DETAIL
4.1 DEPARTMENT SALES MANAGEMENT
4.2 REMUNERATION / INCENTIVES
4.3 ON-GOING SKILL DEVELOPMENT
4.4 COACHING PROCESS
4.5 GOAL SETTING
4.6 SALES CYCLE DOCUMENTATION
4.7 TRACKING AND ACCOUNTABILITY
4.8 VEHICLE ACQUISITION
4.9 INVENTORY MANAGEMENT
4.10 CAPITAL UTILIZATION
4.11 RETAIL & MERCHANDIZING
4.12 MANAGEMENT STRUCTURE / RESPONSIBILITIES / REPORTING
4.14 EXTERNAL FACTORS
4.15 MANAGEMENT TOOLS / PRACTICES
4.16 GAP ANALYSIS
