Tie training to KPIs and CSI so the store feels the lift, not just the effort.
Weekly operating rhythm
- Monday: last week’s KPIs (set, show, close, CSI) by team
- Tuesday: 20‑minute manager training block (coaching skills)
- Wednesday: call calibration (3 examples)
- Friday: pipeline and reactivation review
KPI guardrails
- Phone: openers within 10s, propose two times, confirmations sent
- Internet: SLA < 5 minutes, E‑M‑P‑T structure, two times proposed
- Showroom: greet, needs, demo, write‑up — no step skipping
Manager scorecard
Set %: __ Show %: __ Close %: __ CSI: __
1:1s done this week: __ Huddles: __
Assignments given/checked: __/__/__
Common failure patterns and fixes
- “Training done, no behavior change” → enforce one behavior per week, inspect it
- “Low shows” → fix confirmation scripts and add day‑of SMS
- “SLA slips” → create protected response windows and templates
Related training
- Sales Management: Sales Management Training Program
- Sales process: Car Dealership Sales Training Program
