3. Market leader in
sales of new cars
in Poland
sales of
50,000 cars
per year
12% market share
115 dealerships
2500
sellers
Client
4. New car sales process is complicated
Average duration of the sale process:
Many different types
of events in process e.g.:
Many different types
of roles in process e.g.:
Call,
Meeting,
Test drive,
Order,
Invoice,…
Customer,
Seller,
Call center,
Importer,
Sales consultant…
4
months
New car sales process
5. Verification of the effectiveness of the sales
process per seller, dealership and whole sales
network
Finding weak points in the sales process
Control of the sales process in 115 dealerships
Control of work of 2500 sellers
Initial analysis of customer journey
Issue
6. Solution
Preparation of a set of Sales Management reports:
Business requirements analysis
Integration of data from various systems
Preparation of Lead Management area in
data warehouse
Preparation of reports
Preparation of dedicated report distribution for:
sales managers call center importent employees
sales consultants management
