A leading Indian two wheeler company was experiencing weak performance of its one of the dealers in the selected territory. The company called IKON to help it identify the root cause of the issue and develop a sales strategy to increase the sales of its dealer.
Approach & Recommendations
To identify the reason behind the declining sales, IKON Team started with the diagnostic studies at dealer end. In addition to analysing the sales data and current sales system, the IKON team deployed at the showroom to observe and analyze the performance of the sales team and sales funnel. Simultaneously, market assessment was carried out to understand current trends and competitor’s activities.
The analysis highlighted a number of issues in the current sales system, such as poor attention to visiting prospects and vague follow up system. Apart from it, showroom environment and implementation of CRM program was not delivering the positive experience to the prospects which was ultimately dropping the conversion rate at certain sales funnel stage.
Based on the gained insight, IKON team worked on defining new sales strategy under which sales target was set for sales force, designed a new sales process with follow up system and provided training to them to improve their performance. Further, showroom environment was improved through rearranging the demo bikes and sitting arrangements of sales and bank executives. Moreover, the entire implementation process was guided and mentored by IKON team for effective execution of the recommended sales strategy.
Within 3 months of implementing new sales strategy and with our continuous support, client's sales increased by almost 100% from 320 units to 615 units per month. Also client realized significant improvements in sales team performance and improved returns on sales investment.
Note: We are committed to clients' confidentiality. So their names have not been disclosed, but the results are real.