Vision:
- Worlds’ largest tractor manufacturer!
- Shape industry behavior in India!
Stated Need:
M&M’s chosen strategy was Customer Intimacy through excellence in Sales & Service at dealerships. However, with 7,000+ Dealer Sales Executives (DSEs), who were not highly educated or motivated, the client was, and rightly so, anxious about their strategy getting executed at Dealership level. To add to this was the high attrition rate of DSEs. It was estimated that, each year, about 1/3rd of the DSEs would be replaced by new ones! So, how do you go about creating a sustainable training program that would be simple enough for DSEs and effective enough for Mahindra Tractors?