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Management Workshop
Managing the Sales Team (Available On-Demand)

RandyThe most important and challenging part of the sales manager's job is to 'grow' a winning team. Yet too many managers get caught up day-to-day routines, managing the dealership, inventory, and sitting through endless meetings while complaining about how hard it is to find good salespeople. Why is it so difficult for sales managers to find and hire the right people, then train, coach and motivate them to peak performance?

 

Because they must deal with different skill and talent levels, diverse age, gender and ethnic groups, as well as assorted personalities with varying levels of motivation - but most managers have had little, if any training to prepare them for these vital tasks.

 

In this one day workshop participants learn management's primary purpose in the organization, how to avoid common mistakes which undermine their effectiveness, why salespeople fail (and how to prevent it), as well as how to coach their people for peak performance (one day).

Managing the Sales Process (Available On-Demand)

 

RandyIn addition to the material covered in Managing the Sales Team above, one of managements biggest challenges is Managing the Sales Process. Making sure each and every customer has the opportunity to go through the sales process is management number one priority.  When customers aren't given the opportunity to go through the sales process...sales, grosses, and CSI suffer!

 

In this workshop, managers learn how can they coach and develop their staff before, during and after each customer experience. Managers can effectively manage by managing the sales process.


Sales Management Development
(Available On-Demand)

In addition to the material covered in Managing the Sales Team and Managing the Sales Process above, this two-day program includes segments on Hiring Top Performers and Desking Skills.


One of the biggest mistakes a manager can make is a 'bad hire.' Each bad hire typically costs the dealership anywhere from $10,000 to $30,000. Yet sales turnover continues to remain high in our industry, because few managers know how to recruit, interview, and select the right people. If managers don't hire effectively, how can they expect to manage effectively? In this workshop participants will learn the best recruiting practices, discover how to eliminate losers and identify potential winners in the interview.


Another key management role is to manage (desk) the deal. With a highly skilled sales staff, this is not especially difficult. On the other hand, with a staff composed primarily of new hires and semi-skilled veterans, the job becomes very demanding. In this program we will review the salesperson's responsibilities in the close (what management should teach and expect), how to coach the salesperson (both new and experienced), when to take over (T/O) the deal, how to handle the T/O, then how to coach after the T/O.

 

Desking For Managers (Available On-Demand)


A key management role is to manage (desk) the deal. With a highly skilled sales staff, this is not especially difficult. On the other hand, with a staff composed primarily of new hires and semi-skilled veterans, the job becomes very demanding. In this program we will review the salesperson's responsibilities in the close (what management should teach and expect), how to coach the salesperson (both new and experienced), when to take over (T/O) the deal, how to handle the T/O, then how to coach after the T/O.


Advance Your F & I Profits
(Available On-Demand)


 

This 2 day advanced workshop will take any Business Manager to Master Level.

 

Advanced Techniques of the Business Office:

 

      Maximize gross profit

      Master the six step F & I process

      Address current legal concerns

      Increase F & I penetrations

      Learn advanced payment relief skills

      Successfully overcome ALL Customer objections

      Current legal problems

♦          Proper disclosure of documents

      Sales meetings for your sales teams

      The complete Business Manager's job description

 

 
 
 
 
 
 
 
 
 
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