Logi-Serve worked with a European network of automotive dealerships to improve service and sales performance in the Parts Department. Logi-Serve successfully predicted employees who provided superior Service and Sales performance compared to their peers.Customer
MSXI offers a best-in-class People@Retail training program specialized for automotive retail dealerships designed to improve employee performance in key service and sales roles. Logi-Serve worked closely with MSXI and the OEM to improve service and sales associated with the Parts Department.Challenge
Our client sought to diagnose the sales and service capabilities of their Parts Department staff and identify areas for improvement.Solution
Logi-Serve implemented our Service and Sales Assessment and created two customized benchmarks for the Parts Department staff—one for sales-oriented positions, and another for primarily service-oriented positions. The benchmarks were based on competency profiles of the client’s top-performing incumbent employees.Results
For each incumbent, the assessment provided both an overall score, as well as scores for each of the specific service-oriented competencies. The scores were used to create customized training for the sales personnel.
The scoring benchmark successfully predicted the performance of the Parts Department personnel assessed. Those who scored higher on the Logi-Serve assessment were more likely to have been evaluated by supervisors as being stronger than their co-workers in both sales and service.