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

03.

Solution

JumpstartCXO proposed a multi-track Sales Transformation Program to address these challenges holistically:

04.

Process

The intervention strategy followed a structured, phased approach:

Phase 1: Diagnostic and Assessment (Weeks 1–2)
# Conducted a detailed sales process diagnostic, including call audits and CRM analysis.
# Mapped customer journeys and identified inefficiencies, such as unstructured conversations and data gaps​​.
Phase 2: Data Foundation Implementation (Weeks 3–6)
# Built a centralized, automated Prospect Card system to ensure data accuracy.
# Integrated systems to capture psychographic customer data, enabling personalized engagement​​.
Phase 3: Data Intelligence Deployment (Weeks 6–8)
# Deployed real-time dashboards and reports for tracking KPIs like test drive rates and lead conversion.
# Used AI to generate consultant performance insights, enabling targeted coaching​.
Phase 4: Sales Team Transformation (Weeks 8–12)
# Delivered five workshops covering key topics:
         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:

Diagnostic and Planning
Weeks 1–2

Conducted initial assessment, identified inefficiencies, and aligned stakeholders.

Data Foundation
Weeks 3–6
Implemented Prospect Card system; automated lead transcription and test drive tracking.
Data Intelligence
Weeks 6–8
Deployed real-time dashboards and AI-based performance analytics.
Sales Capability Development
Weeks 8–12
Delivered training workshops and role-play sessions; improved consultant performance.

06.

Results

The program delivered measurable improvements across key performance indicators:

01

Enhanced Test Drive Rates:

Test drive rates increased by 58% YOY, driven by better engagement during initial conversations​.

02

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​​.

03

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​​.

04

Operational Efficiency Gains:

Automation reduced manual effort by over 3 FTEs, allowing the team to focus on high-value activities​.

05

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.

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Johnnie Ledner
CEO at Litfox
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