Case Study: AutoNation achieves 167% increase in sales per associate and 37% more cars sold with The Predictive Index

How AutoNation made productivity and sales skyrocket by putting the right people in the right roles

AutoNation, America’s largest automotive retailer, was struggling with high turnover, recruitment challenges and weak performance at its Clearwater Lexus dealership due to the negative perception of car sales roles, lack of formal sales training, and demanding schedules. General Manager Brian Kramer engaged The Predictive Index, using the Predictive Index assessment and the PRO™ job analytic tool, to evaluate employees’ motivating needs and behavioral drives and determine whether people were in the right roles.

The Predictive Index solution — matching individual behavioral data to job requirements and identifying fits and gaps — allowed Kramer to reposition and develop staff for better role alignment. After implementing the PI® system, AutoNation achieved a 167% increase in sales per associate and a 37% rise in cars sold, delivering clear, measurable gains in productivity and profitability attributed to The Predictive Index.

AutoNation

Brian Kramer

GM, Lexus of Clearwater