Sales Management: Mastering Skill Development, Effort Management & Managerial Engagement

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In-Person at the Dealership

Duration: 6 Hours

Online Live via Zoom

Duration: 6 Hours

Attendees: Sales Management and General Managers

Program Overview

Course Objectives

Increase the participant’s understanding of the dynamics of change management and their role in achieving higher performance through their people.
Increase the participant’s knowledge and proficiency with the coaching aspects of their job.
Increase comfort with and effectiveness in conducting one-on-one coaching.
Increase comfort with and effectiveness in delivering skill development meetings.

Projected Expected Outcomes

Returning to the dealership, participants should feel more confident conducting one-on-one coaching sessions and delivering skill development meetings with their team.
Participants will better understand the forces at work against them in developing their team and have more confidence in overcoming those forces.

Training Session Topics

Management development of people
Why is change hard?
Coaching
Your role in coaching and change
The forces working against us
CEO / GM impact on accountability
Sales team coaching
Coaching is sales
Coaching questions
Better One-on-ones
What should I coach?
Practice One-on-ones (Set-up)
Skill development training
Learning styles
Attention span
Incorporating stories
How well do you need to know it?
Designing a training meeting agenda
Evaluation of learning/change
Appendix – practice materials
Practice scenarios
- One-on-ones
- Skill development

What Did You Like Most About the Program?

This course really opens up your mind to the full potential of the auto sales industry, the sky is the limit.

Thanks again for your input into our dealership group with your training. The feedback here is fantastic and something we will work hard to get sorted for next time you come.

Can't write much, “Invest 8 Hours – pay raise 30%" . Thanks!

“…we produced 30% more overall gross on half the volume and still maintained market share. That absolutely could not have happened without the right processes for these times."

“2018 ended on a high note for new vehicles – a 7th consecutive record year & 31 years at #1. Plus the successful implementation of both Toyota Experience/Drive Happy and a Hospitality strategy across the entire dealer network. A large part of that success is due to the partnership between TNZ, TFS and Automotivaters as we continue to lift the professionalism and performance of our sales team here in NZ. “

“Whether you are 3 months in the chair or 30 years in the chair, if this course becomes available to you, it should be non-negotiable to go to it."

Download the Full Course Syllabus

Get a detailed look at what you'll learn and how this course can benefit you. Dive into the full course syllabus to see the topics covered, key learning objectives, and more!

To learn more about the course referenced above, please contact us today.

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Sales Management: Mastering Skill Development, Effort Management & Managerial Engagement

Program Overview

What Did You Like Most About the Program?

Download the Full Course Syllabus

To learn more about the course referenced above, please contact us today.

Course Selection

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Service Advisor Selling Skills and Customer Communication

Professional Sales Course for New Hires or Performance Improvement

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Sales Management – Managing a High-Performance Team – 2 Part Series

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