Category: Dealership Management

Dealership management training for GMs, GSMs, and sales managers who want to build high-performance teams.

The best salespeople don’t automatically become the best managers — management is a separate discipline that requires its own development. This category addresses the leadership and operational skills that make dealership managers effective: how to run productive T.O.s, how to coach without demoralizing, how to design pay plans that align incentives with dealership goals, how to run a morning meeting that actually moves the needle, and how to hold people accountable without constant friction.

Content covers both the strategic side of dealership management (variable ops planning, forecast accuracy, departmental integration) and the day-to-day behavioral side (manager desk activity, how to work a deal, manager-to-customer interaction skills). Designed for GMs, GSMs, new desk managers stepping into the role, and veteran managers who want to sharpen their edge. Alan Ram’s management development curriculum forms the backbone of this content cluster.

Mid-Year Sales Assessment: What to Review at Your Dealership Before Q3

June is the inflection point of the sales year. Here is the mid-year review framework that identifies what is working, what is broken, and where to invest your Q3 training budget.

Closing the F&I PVR Gap: How Sales Managers and Finance Directors Sync at the Desk

Closing the F&I PVR gap requires sales managers and finance directors to sync at the desk through disciplined communication and a strategic handoff process that preserves profitability.

Building Better Dealership Leaders Through Sales Fundamentals

What is your dealership focused on: developing managers or simply promoting top salespeople? Mike Sealey and Michael Renaud discuss leadership, accountability and why automotives sales fundamentals are more critical than ever in today’s dealerships.

Building a High-Performance Sales Culture at Your Dealership

Culture is not a poster on the wall — it is what your team does when no one is watching. Here is how to build a dealership culture that sustains high performance.

Sales Manager Desk Training: From T.O. to Pencil to Close

The desk is where deals are made or lost and most sales managers were never formally trained on how to manage it. Here is the full desk process.

Finance and Insurance Compliance Training: What Every Sales Manager Needs to Know Before the Deal Gets to Finance

Sales managers who do not understand F and I compliance create liability for the whole store. Here is what every desk manager needs to know.

How to Run a Sales Meeting That Actually Changes Behavior on the Floor

Most dealership sales meetings are a waste of time. Here is the structure that actually moves numbers and why most managers skip it.

New Hire Onboarding for Dealership Sales: How to Get Reps Producing in 30 Days

Most dealership new hires are thrown at the floor with minimal structure and left to figure it out. Here’s a 30-day onboarding process that actually produces results.

The GM as Coach: Developing the Managers Who Run Your Store

A GM biggest leverage is developing the managers who run the store. How general managers coach their leadership team to multiply results across departments.

Building a Training Culture That Sticks at Your Dealership

One-day seminars do not change behavior; culture does. How to build a dealership training culture with rhythm, role-play, and leadership that models it.