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Case Report: Helping a Famous Automobile Brand find Good Sales People

July 8, 2023
Jaap Hollander

Selling automobiles in the top segment of the market usually involves several hours of personal contact between a sales person and a customer. In this segment, personal relationships are an even more important sales factor than in many other sales situations .

All Dutch salespeople of one a top automobile brand were profiled with MindSonar. A benchmark profile was developed using statistics. Their meta programs and criteria were related to the number of cars they sold per year. The benchmark profile— where different Meta Programs were given different weights — correlated highly with the number of cars sold. 

From then on, all candidates for sales positions were profiled with MindSonar. How similar their profile was to the desired profile partly determined whether or not they were hired. Also, in the current sales force, salespeople who diverted from the desired profile were offered a training course, tailored especially to develop their underdeveloped Meta Programs.

Subsequently, benchmark profiles were developed for location managers, and service managers too, to be used in hiring and training.

The MindSonar professional running the project was Johan Hoevers (Netherlands). Jaap Hollander did the benchmarks for the location and service managers. Look them up in the Registry.

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About the author 

Jaap Hollander

Psychologist, living in the Netherlands. Founded MindSonar in 1995. Directs MindSonar Global, which manages the ICT development, applications and the curriculum of the MS Certification Trainings. Working part time as a trainer, writer and coach as well as being an expressionist painter (artist name JAAPH, see jaaph.com). Has written 10 books on NLP and Provocative Coaching.

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