How to organize sales management for each type of business

Not all operations in the mobility industry work the same way.
Selling a brand‑new vehicle, managing a pre‑owned unit, coordinating a service appointment, or prospecting an extended warranty all involve different processes, teams, and metrics.
When everything is managed under the same logic, errors, rework, and missed opportunities start to appear.
To solve this, Pilot offers dynamic Business Types—a feature designed to centralize all your prospecting in one place while enabling different workflows for each commercial line.

What are Business Types in Pilot?

Business Types allow you to segment sales management by line of business, ensuring that every lead enters the correct workflow from the first interaction through closing.
Within Pilot, there are different behaviors, and for each behavior you can create as many business types as your operation requires.
Depending on the selected behavior, the system enables specific actions, processes, rules, and closing options.

Available behaviors in Pilot

• New Vehicles
• Pre‑Owned Vehicles
• Savings Plans
• Services
• Prospecting
• Spare Parts

How does each one work?

New Vehicles
Designed to prospect, quote, and sell brand‑new units.

• Products are pulled from the new vehicle price list.
• A unit from stock can be assigned at the time of sale.
• The workflow supports the entire sales process through closing.

Pre‑Owned Vehicles
Built for managing pre‑owned inventory.

• Products are sourced from the pre‑owned stock loaded in Pilot.
• Allows quoting and assigning a specific unit when closing the sale.
• The process is tailored to the dynamics of the used‑vehicle business.

Savings Plans
Focused on prospecting and plan subscription.

• Products come from the savings plan price list.
• Allows selling the plan first and assigning a unit later at the time of allocation and order.
• Enables full tracking of the entire sales cycle.

Prospecting
Designed for other business lines such as accessories, insurance, extended warranties, and more.

• Supports task management and sales follow‑up.
• Can be closed as won or lost.
• Performance can be analyzed through reporting to evaluate results and improvement opportunities.

Services
Focused on generating service appointments.

• Allows prospecting for a service visit.
• Creates an activity schedule and follow‑up.
• The business is closed when the service appointment is registered in the lead.

Spare Parts 
Will allow managing leads looking for one or more parts, both retail and wholesale.

• Full sales follow‑up.
• Detailed quotations from the Spare Parts Sales module.
• The sale is completed by generating the order in Spare Parts Sales, automatically closing the lead.

Smart automation to avoid missed opportunities

Pilot offers multiple ways to centralize all prospecting in one place while maintaining differentiated processes for each line of business.
Through automation rules, leads can be created intelligently to prevent lost sales opportunities.
For example, when a new vehicle sale is completed, the system can automatically create a new lead for the accessories team and another for the car insurance team.
This way, every operation becomes a source of new sales opportunities—organized, efficient, and without relying on manual processes.

Strategic configuration by brand or business line

As mentioned earlier, it is possible to create multiple business types within the same behavior.
For example, if an official dealership sells new vehicles from different brands—such as Nissan and Renault—the recommendation is to configure separate business types for both New Vehicles and Savings Plans (when applicable).
This allows reporting to be analyzed by brand in a simple and accurate way, providing clear visibility into commercial performance, profitability, and brand‑specific deviations.

Benefits for dealerships and agencies

Implementing Business Types in Pilot has a direct impact on sales efficiency and management quality:

• Greater operational order and clarity
  Each lead enters the correct workflow, reducing errors, rework, and information loss.
• More efficient sales processes
  Teams work with actions enabled according to the business type, avoiding unnecessary steps and speeding up execution. Different sales funnels and business rules can be configured to match each need.
• Better control and traceability
  With differentiated processes, it’s easier to analyze results, identify bottlenecks, and optimize each line of business.
• Optimized resource and team allocation
  Enables strategic assignment of staff, focusing each team where they truly add value.
• Improved customer experience
  Each customer receives attention tailored to their specific need—purchase, inquiry, or service—without confusing paths or generic responses.

In an increasingly competitive market, proper segmentation is a key commercial advantage.

With Business Types, Pilot helps organize operations, manage every opportunity intelligently, and improve both profitability and customer experience.

👉 Talk to your analyst to configure your business types in the most efficient way.

Pilot Solution, the expert platform for the mobility industry.