Part 2/9:
Neo has introduced drastic changes to its sales structure in China, an initiative spearheaded by a new sales leader who is keen on enhancing efficiency. Previously, the sales team was overwhelmed with non-sales related tasks, which detracted from their core objective – selling cars. Formerly bound by strict daily Key Performance Indicators (KPIs), which mandated a hefty number of test drives and cold calls, sales representatives found themselves constrained and stressed.
This change has now shifted towards a more performance-centric evaluation where sales representatives will be judged primarily on actual car sales. This approach makes intuitive sense; after all, the ultimate goal is closing deals, not merely hitting arbitrary metrics.