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.

Recruitment Mathematics: The True Cost of ‘Warm Body’ Hiring

Calculate the hidden costs of bad hires. Learn why a ‘warm body’ strategy is draining your dealership’s net profit and how to recruit producers.

Mystery Shopping Your Own Store: A 20-Point Checklist

Don’t wait for the OEM to fail you. Use this 20-point mystery shop checklist to audit your BDC and Sales floor performance today.

On-Demand Training vs. The ‘Seminar High’: Making Habits Stick

Why do sales teams crash one week after a seminar? Discover the science of habit formation and why consistent LMS usage (AdaptVT) beats the ‘Seminar High’.

The ‘No Huddle, No Start’ Rule: Running Effective Sales Meetings

Are your sales meetings putting your team to sleep? Learn the ‘No Huddle, No Start’ rule and 5 high-energy topics to fire up your sales floor.

Designing a BDC Pay Plan That Rewards Shows, Not Dials

Is your BDC pay plan incentivizing the wrong behavior? Learn how to structure compensation to reward Shows, Sold Units, and Appointment Quality.

The GSM’s Playbook: A Daily Routine for High Accountability

A chaotic desk leads to a chaotic floor. Here is the structured daily routine for high-performing GSMs to drive accountability and gross profit.

Post-NADA Execution: Turning Conference Hype into February Production

NADA 2026 in Las Vegas is the starting line, not the finish. Discover the dealership management strategy to turn conference hype into tangible February production.

Hiring for Coachability: The Secret to Reducing Sales Turnover in Dealerships

Automotive sales turnover costs dealerships $45,000 per exit. Discover why hiring for coachability over experience is the #1 recruitment strategy for 2025.

Why Online Car Sales Training Beats the “Seminar High”

We’ve all been there. The motivational speaker comes in, the team gets hype, high-fives fly, and you sell 5 extra cars that weekend. Then Tuesday comes. The energy fades. The books get thrown in a drawer. By Friday, it’s business as usual. This is the “Seminar High,” and it is an expensive addiction. Real behavioral […]

Management By Fire: Forging Elite Sales Teams

There are two types of managers: Thermometers and Thermostats. A thermometer just reflects the temperature of the room. If the sales floor is dead, the manager is low energy. A thermostat sets the temperature. Management By Fire is for the thermostats. It is for the leaders who refuse to accept mediocrity. What is Management By […]