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In the fast-evolving automotive industry, fleet sales potential represents a goldmine that manufacturers and distributors cannot afford to overlook. To maximise the benefits, a well-crafted fleet sales strategy, backed by coordination within the network and a dedicated team, is essential.

Adapting to the Changing Landscape: A Flexible Strategy

The success of any strategy hinges on its ability to adapt to evolving market dynamics, agility allows the introduction of new topics and keeps pace with changing demands.

  • Establish Fleet Sales Funnel: Lay the foundation by building an effective sales funnel that streamlines processes and improves efficiency.
  • Optimise Fleet Sales Funnel: Fine-tune the sales funnel to unlock its full potential and maximise sales opportunities.
  • Digitalise the Fleet Customer Journey: Embrace the digital revolution to enhance customer journey and experience and capitalise on the power of technology to drive engagement.
  • Increase loyalty through CRM: Cultivating customer loyalty by adopting Customer Relationship Management (CRM) practices to forge stronger bonds with clients.
  • Evolve Leadership within the Community: Nurture a leadership mindset within the fleet sales community, inspiring innovation, and excellence.

The Fleet Sales Coaching Program: A Formula for Success

The fleet sales coaching program has evolved over the years, constantly adapting to market trends and introducing new approaches. The program's core components comprised real-time coaching and reporting, combining interventions and insights to nurture and strengthen an effective business development team. Crucially, DEKRA uses a bespoke prospecting tool, the Prospect Manager, which plays a pivotal role in identifying potential customers during the sales process.

DEKRA's fleet sales experts demonstrate versatility in delivering coaching and training interventions through multiple formats - one-on-one sessions, remote coaching, digital training, and workshops. Each session is tailored to address the unique needs of the automotive brand, ensuring a personalised and effective approach to coaching. To facilitate continuous improvement and performance monitoring, DEKRA deploys its specially designed digital innovations, I-Coach and DEKRA Performance Manager, which not only keep participants engaged and motivated but also provide real-time tracking of progress.

The Harvest of Success: A Trail of Triumphs

Key Performance Indicators from Previous Programmes:

Digital Brochures that Drive Sales: “Digital brochures witnessed an astonishing 85% of customers spending more than they originally intended, with 35% stating an increased likelihood of making a purchase.”

Retailers Rave about the Program: “A whopping 98% of retailers expressed their enthusiastic approval of the fleet sales coaching program and its positive impact.”

Conversions and Sales Surge: “The coaching interventions proved instrumental in generating a significant 7,000 additional sales through increased showroom appointments and conversions.”

App Engagement for the Win: “1.5 million customers signed up for the app that linked sales and service, proving that technology-driven initiatives can lead to enhanced customer engagement.”

By recognising the potential of fleet sales, tailoring coaching interventions, and staying attuned to the ever-changing market, manufacturers can embark on their road to success, steering confidently towards becoming the most innovative and customer-centric mobility providers in the automotive landscape. Contact DEKRA Automotive Ltd now.