Two elements formed the basis for this approach: training and control!
“We provided 3 training modules. The first one concerned acquisition. The power of using Smart Profile is that we already have all necessary elements available. The intelligence that Smart Profile offers should be used in the right way, particularly when preparing conversations and visits.
In addition to this training, there was also a training in key account management and another training that helps our people to not just be a sales person, but also a consultant. These training sessions enabled 16 sales people to go to work using a solid base.
Most sales are very charmed by the fact that Smart Profile offers them a high quality database. This is the reason why Nissan also uses the Smart Profile reporting tool, which allows the Key Account Managers for Nissan to measure the use of the web application for each dealer.