Llwellyn Motors

One of their departments had been consistently underperforming for the last three years.  During this time they’d hired and fired several managers, invested tens of thousands of dollars into training programs and marketing. They asked Mat to help solve the root causes of these problems and build a sales team capable of sustainable success

The brand they represented traditionally had small profit margins and was highly competitive with several direct competitors in close proximity.

After reviewing the sales department Mat identified several areas which were limiting their results.  There was an existing sales process, strong performance management processes and sufficient lead flow.  The processes weren’t being followed consistently, could be improved to focus more on profitability and needed to be performance managed in real time when there was an opportunity to impact results. Although senior management was totally committed to this solution, the sales team were resistant to change.

We implemented a radical approach where we relocated the existing sales team into other departments, promoted a young and enthusiastic salesperson to Sales Manager and recruited a whole new sales team with zero industry experience.

We made some adjustments to the sales process which gave management the opportunity to confirm the sales process was being followed with every opportunity and improved the focus on gross profitability.

We then implemented an intense three month fast track program to upskill the new team members and manager while maintaining focus on winning new business, closing deals and maximizing profitability.

This approach was initially incredibly challenging but within four months began achieving their sales targets for the first time in several years.  Within six months they had become market leaders, setting new benchmarks for profitability and performance.