Sales Management

Learn essential sales management strategies to lead high-performing teams, optimize processes, and drive consistent growth.

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Course curriculum

1. Message from David
1. Why Train
2. Two Types of Training
3. Training Accountability
1. What is Accountability Management
2. Embracing Accountability Management
3. Making Accountability Management Work for You
1. Who We Communicate With
2. We All Communicate Differently
3. Kill Them with Kindness and Logic
4. Communicating with Salespeople (Motivation)
5. Communicating with Salespeople: Be a Listener
6. 5 Steps to Effective Communication Skills
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1. What is Training
2. Where to Get Your Ideas
3. Training Adults vs. Training Children
4. How to Train Adults
5. When to Train
1. What is a Coach
2. Characteristics of a Good Coach
3. How Do I Coach
4. When Do I Have Time to Coach
1. Gross & Volume Can Co-Exist
2. Gross is a "State of Mind"
3. The Typical Desking Scenario
4. Why Do We Need to Know That
5. Changing Your Culture
6. Starting at Full List
7. Desking by Phone
1. Understanding and Acknowledging
2. Measure Manage Control Change Improve
3. What the Customer Needs to Know
4. Goals of Handling Phone Ups
5. How to Train to Handle Phone Ups
6. Exercise and Group Critiques
7. Phone Up Effectiveness
1. What's the Difference
2. Expose, Teach, Monitor, and Hold Accountable Processes
3. Lead By Example
4. Let Them See You Do It
1. Introduction
2. People Who Want to Reinvent Themselves
3. Keys to Base New Hire Success
4. Don't Make the Job Easy to Get
5. The Interview
6. Candidate Traits
1. What You Don't Want to Know
2. How Does This Happen
3. Starting the Deal at Full List
4. Next Pencil Without Giving Up Gross
1. Statistics You Should Know
2. The Stress and Time Connection
3. Myths and Realities
4. Know Your Stress Symptoms
5. Techniques to Manage Stress
6. Techniques to Manage Time
1. How to Set SMART Goals
2. Why Set SMART Goals
3. Thinking Through Your Goals
4. Writing Goal Statements
5. Creating the Action Plan
6. More Goal Writing Tips
7. Organize Your Goals
8. Setting SMART Goals Part 1
9. Setting SMART Goals Part 2
10. Setting SMART Goals Part 3
11. Goals and Time Management
12. Ready, Aim, Now Shoot!!!
1. You Can't Manage What You Can't Measure
2. What Do I Need to Know and Why Do I Need to Know it
3. How Do I Manage What I Measure
4. You Can't Control What You Can't Manage
5. You Can't Change What You Can't Control
6. You Change in Areas Needed / You Improve Results
1. What Did You Admire About Your Manager
2. What Did You Dislike About Your Manager
3. Are You Making the Changes You Said You Would
4. Your Salespeople are No Different Than You Were
1. We're Doing a Good Job Compared to What Standard
2. Are You Setting Standards or Accepting Them
3. Create a "We're the Best" Attitude with Your Team
4. You're the Leader - As You Accept, They Will Produce
1. Thinking About the Cost vs. Future Loyalty
2. Meeting Every Customer - Giving Them a "Go To" Person
3. Do the Right Thing Without Regard for Cost - It Pays Double in the End
1. Introduction
2. Our Limitations are Learned
3. Are You Setting Standards or Accepting Them
1. People Who Feel Good About Themselves Produce Good Results
2. Being Fair but Tough Through Accountability
3. Knowing What Motivates Each Individual
4. Being the Leader
1. Benefits of F&I to the Dealership
2. Benefits of F&I to the Salesperson
3. Benefits of F&I to the Customer
4. Why is There Not 100% "TO"
5. The "TO" Policy
6. Customers in a Rush
7. Salespeople Compensation for F&I
1. F&I Service Program "TO" Concept
2. Expected Benefits of Service Program "TO's"
3. The Sales Manager's Script
4. The F&I Manager's Script
5. When Does a Service Program "TO" Not Work

About this course

$79.00 / month
104 lessons

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Sales Management

Course curriculum

Chapter 1 - Introduction

Chapter 2 - Training Expectations

Chapter 3 - Accountability Management

Chapter 4 - Effective Communication Skills

Chapter 5 - Daily Training

Chapter 6 - Daily Coaching

Chapter 7 - Advanced Desking for Higher Gross

Chapter 8 - Phone Ups

Chapter 9 - You "Manage" Processes, You "Lead" People

Chapter 10 - Finding, Hiring, and Keeping Good Salespeople

Chapter 11 - Negotiations

Chapter 12 - How to Manage Stress

Chapter 13 - Goal Setting

Chapter 14 - Measuring to Manage, Control, Change, and Improve

Chapter 15 - Have You Forgotten When You Were a Salesperson

Chapter 16 - How to Create a Top-Notch Sales Staff

Chapter 17 - Making Decisions on Customer Wants and Demands

Chapter 18 - Raising the Bar Through Higher Standards

Chapter 19 - Motivating for Success

Chapter 20 - "TO" to the F&I Office

Chapter 21 - Service Program "TO's"

About this course

Discover your potential, starting today