Leaning Management Case Study
Back to Case StudiesTitle
- Designed and Implemented a Sales Person Certification and Incentive Program
(Automotive Industry)
The Challenge
- The client needed to motivate 4,000 sales people in dealerships, with limited corporate staff and budget
- They needed to determine how to leverage existing assets to increase sales in their automotive division
- They wanted to integrate LMS e-learning courses with enterprise sales data and customer satisfaction loyalty statistics
Our Role
- Collaborated with sales training group, external data providers, and fulfillment vendors
- Designed and implemented the concept online on the company LMS
- Created easy-to-use online features on dynamic homepage (updated daily)
- Collected and integrated data from internal and external sources
- Built interface for incentive-program fulfillment vendor
The Results
- Record sales for three years in a row after implementation
- Huge participation – 85 percent certification rate among dealership sales personnel
- Sales Satisfaction Index (SSI) improved monthly with an annual 15 percent rise
- First in industry to integrate these information assets and to link to online incentive program