Case Study
Sales Transformation Program for Shakun Motors
Sales Transformation
Volkswagen Dealership
Case Study
Client
Shakun Motors
Date
March 2023
Role
Consulting Partner
Website
www.shakunmotors.com
01.
Overview
Shakun Motors, a Volkswagen dealership in Jodhpur, partnered with JumpstartCXO to address operational inefficiencies and improve its sales processes. The project aimed to elevate Shakun Motors’ competitive standing by focusing on three critical aspects:
Data Foundation
Ensuring high-quality data for actionable insights.
Data Intelligence
Leveraging real-time analytics for decision-making.
Sales Team Capability Development
Training and equipping the sales team to deliver consistent, high-quality customer experiences.
The three-month program was designed to transform Shakun Motors into a data-driven, customer-centric, and high-performing sales organization.
02.
Problem
Shakun Motors faced several challenges that hindered its growth:
Hidden Inefficiencies in Sales Processes
- Conversations during customer touchpoints were inconsistent and unstructured, leading to varied outcomes.
- Poor customer profiling made it difficult to tailor conversations and improve conversions.
Inefficient Data Management
- Data on prospect cards lacked completeness; only 35-40% had 75-100% accurate information.
- Real-time data access was unavailable, delaying decision-making.
Low Sales Team Performance
- Test drive conversion rates were below expectations, and objection handling during customer interactions was inconsistent.
- Lack of standard scripts and frameworks resulted in inefficient handling of inquiries.
Limited Scalability
- Manual data processes were time-consuming, increasing workloads and operational bottlenecks.
- Sales outcomes depended heavily on individual salesperson capabilities rather than systemic efficiencies.
03.
Solution
JumpstartCXO proposed a multi-track Sales Transformation Program to address these challenges holistically:
- Developed a Prospect Card application to streamline data capture and ensure consistency.
- Automated lead transcription and test drive tracking processes, reducing manual workloads.
- Introduced real-time dashboards powered by Power BI, giving managers and owners instant visibility into lead and sales metrics.
- Implemented AI-based performance analytics to monitor and improve individual salesperson effectiveness.
- Conducted five tailored workshops focusing on core skills like lead qualification, showroom engagement, objection handling, and closing sales.
- Used role-playing exercises based on real customer personas to simulate scenarios and refine responses.
04.
Process
The intervention strategy followed a structured, phased approach:
# Mapped customer journeys and identified inefficiencies, such as unstructured conversations and data gaps.
# Integrated systems to capture psychographic customer data, enabling personalized engagement.
# Used AI to generate consultant performance insights, enabling targeted coaching.
1. Inbound Call Mastery: Standardized call scripts to improve lead qualification.
2. Showroom Engagement: Built techniques for aligning product features with customer needs.
3. Objection Handling: Enhanced consultants’ ability to address concerns during test drives.
4. Test Drive Conversion: Refined strategies for closing deals during and after test drives.
# Conducted role-play sessions to simulate real-world challenges, reinforcing best practices.
05.
Timeline
JumpstartCXO proposed a multi-track Sales Transformation Program to address these challenges holistically:
Conducted initial assessment, identified inefficiencies, and aligned stakeholders.
06.
Results
The program delivered measurable improvements across key performance indicators:
Enhanced Test Drive Rates:
Test drive rates increased by 58% YOY, driven by better engagement during initial conversations.
Improved Data Accuracy and Availability:
Prospect cards with 75-100% accurate data jumped from 35-40% to 58-65%. Real-time dashboards eliminated delays in accessing lead information.
Stronger Sales Team Performance:
Consultants reported higher confidence and consistency in customer interactions. Role-playing exercises and tailored workshops led to a 20% improvement in objection handling success rates.
Operational Efficiency Gains:
Automation reduced manual effort by over 3 FTEs, allowing the team to focus on high-value activities.
Strategic Alignment for Future Growth:
Shakun Motors is now equipped with scalable systems and processes to sustain long-term growth. Ready for competitive challenges, such as Skoda’s market entry in 2025.
.
Conclusion
This case study underscores how a structured, data-driven approach can transform a dealership’s operations. By addressing root problems and building scalable systems, JumpstartCXO helped Shakun Motors achieve significant performance gains while preparing it for future challenges. This transformation reflects the power of aligning data, technology, and human capital to drive business success.
