General Motors Canada
13.7%
sales lift in six months
Dealers were selling the old-school way with little to show for it. I rebuilt how one floor was paid and measured, sales rose 13.7% in six months, and the same method later went into two Arrowquip dealers.
Situation
My job was to move a national dealer network from the old-school way of selling, which cost a lot and returned little, to methods that could be measured. One dealership was frustrated that its salespeople would not work the CRM, keep it current or follow the process
The two moves
First, stop asking people to do work they are not paid for. A salesperson accountable for his own paycheque does what he believes earns it, rightly or wrongly, even when the writing is on the wall. Second, make the process the thing they are paid for, and let the people running it improve it.
What we did
New hires on the floor moved from commission to salary with strict KPIs: CRM hygiene, calls made, qualified opportunities, call sentiment, appointments set, close rate, emails and texts sent. The first three months went into training and getting it right. The reps followed the method, then strengthened it, because they were the ones running it.
Result
Sales rose 13.7% in the first six months. The same approach later went into two Arrowquip dealers.
is next.