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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.

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 […]

The ROI of Training: Why Most Dealerships Fail at Education

In tough months, the first thing dealerships cut is the advertising budget. The second thing they cut is training. This is exactly backward. When the market is tough, skill is the only thing that saves you. Anyone can sell a car when demand exceeds supply. But when the lot is full and the traffic is […]

The ROI of Training: Why Most Dealerships Fail at Education

In tough months, the first thing dealerships cut is the advertising budget. The second thing they cut is training. This is exactly backward. When the market is tough, skill is the only thing that saves you. Anyone can sell a car when demand exceeds supply. But when the lot is full and the traffic is […]

The ROI of Training: Why Most Dealerships Fail at Education

In tough months, the first thing dealerships cut is the advertising budget. The second thing they cut is training. This is exactly backward. When the market is tough, skill is the only thing that saves you. Anyone can sell a car when demand exceeds supply. But when the lot is full and the traffic is […]

Stop Hiring Warm Bodies: A Strategic Approach to Recruitment

“I just need bodies on the floor.” That sentence is the death knell of a dealership’s culture. When you hire out of desperation, you lower your standards. You bring in people who aren’t a fit, who don’t have the drive, or who bring toxic habits from other stores. Then, 90 days later, they wash out, […]