08 Jan The Best In-Person Training for Automotive Sales Management Teams
Let’s face it, how do most people become managers in the car business? Our best salespeople are generally tapped on the shoulder one day and taken off the floor to manage the other sales people with little or no training on how to manage. Perhaps the thought is that great sales skills will just rub off on the other members of the sales team? Highly unlikely. That’s why we’ve created Management by Fire!, a two-day training event for dealership managers that teaches them how to really manage their teams.
It’s the equivalent of taking the best player on your sports team and making him a coach. However, many of the best coaches were NOT the best players. Look at Vince Lombardi, considered by many as the greatest football coach of all time. Despite winning five NFL Championships Lombardi never even played football professionally. Contrast this with Wayne Gretzky who may be the greatest hockey player of all time with 60 NHL records. While Gretzky was a phenomenal hockey player, his success didn’t translate to the sidelines. After retiring from playing, Gretzky became the head coach for the Phoenix Coyotes and never led them to the playoffs, producing only one winning record in four seasons. So why did Gretzky’s on-ice talent not translate to his role as a coach? Because being a great player and being a great coach are two completely different skill sets.
Most of the problems that exist at dealerships today are a result of poor management. A lot of people in our industry that we call managers aren’t necessarily managers. They might be great on the desk—and they’re often strong closers—but they don’t all have management skills. In today’s industry, what managers are doing when there are no customers in the showroom is every bit as important as what they do when there’s a showroom full of customers. Managers who know how to manage activity and effectively convert business to the showroom are the managers who dominate in today’s business. And these great managers are made, not born.
At Management by Fire!, managers get to learn the playbook on how to manage their teams effectively, simulate with them and hold their teams accountable. We condensed the training to just two days and within that time we go deep into the inbound strategies for converting leads to the showroom. Understanding that today’s customer is different than just a few years ago is the key differentiator of dealers that convert business from the phone or internet and bring them into the dealership, compared to those that don’t understand their shopper or market. The outbound strategies are also highlighted as we teach managers ways that they can create additional sales opportunities without spending more ad money, and increase gross profit per retail unit by employing simple tactics. We also demonstrate tangible ways your salespeople can leverage social media to build relationships with clients and prospects and proactively getting people to touch tile. What’s more, they leave with an action plan on how to effectively implement their training when they’re back at the dealership with a Dealer Performance Manager to hold them accountable.
We created, improved, and revamped this event from our clients’ feedback and suggestions. It has transformed over the last 30 years into a staple for management and sales teams across the country. Watch the video to hear what some of our attendees think:
Are you ready to whip your team into shape? Give your team the competitive advantage and attend our next event, March 12-13 in Phoenix, AZ.