Sales Manager Certification

Become a successful sales manager by developing the leadership, coaching, and strategic skills to lead powerful sales teams in the retail automotive industry.

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Course curriculum

1. Message from David
1. 5 Aspects of Leadership
2. Leadership is About Advancing Others
3. Leadership is a Verb and not a Noun
4. Leadership is about creating change and facilitating growth
5. Leadership Deals with People and their Dynamics
6. Three Types of Supervisors
7. Characteristics of a Boss
8. Characteristics of a Manager
9. Characteristics of a Leader
10. You have to earn the status of Leader
11. Once you reach the level of Leader, you still have the characteristics of a Boss and Manager within you
12. Qualities of a Strong Leader
13. A Leader must commit themselves to continual growth and exposure of new ideas, concepts and philosophies
14. When Marines go into battle, they remove their insignia rank
15. How a Leader harms an organization
16. Downside of a Leadership Position
17. Signs of Poor Leadership
18. You can always buy a person’s time, but you cannot buy...
19. A poor Leader states...
20. A Strong Leader States...
21. How do you make an organization better? Invest in the people who work there.
22. Organizations get better when the people get better
23. The test of Leadership occurs when you are not there
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 Ideas
3. Training Adults vs. Training Children
4. How to Train Adults
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. What are advanced negotiations?
2. What is Closing?
3. Sales vs. Manager Negotiations
4. How do you fix bad negotiating?
5. Why some managers fail to close
6. How do we know if we are negotiating correctly
7. What if we are bad at negotiating? Can that be fixed?
8. What is EMI?
9. When should EMI happen?
10. The Overall Effect of EMI
11. The salesperson role in EMI
12. The customers expectation
13. What is a Manager T.O.?
14. When should the manager T.O. happen?
15. The salesperson's role
16. What is the Managers goal?
17. The mindset of a successful manager
18. The Mindset of an Unsuccessful Manager
19. Making a Strong First Impression
20. Securing a reasonable offer
21. The difference between a deal and a sale
22. The difference between Overcoming Objections vs. Negotiating
23. Know your number
24. It's not all about the money
25. Not getting too personal
26. The 5 Stages of Negotiations
27. Never Meet in the Middle
28. Every Negotiation is Different
29. What are Your Customers Thinking About?
30. Words, Body Language, Posture, Voice & Tone
31. Whoever Speaks First Loses: Is it True?
32. What the Customer Wants:
33. What is Negotiation Control?
34. The 3 Phases of Negotiations:
35. 4 Elements of Negotiation
36. Element 1: Too few questions, and not enough listening
37. Element 2: Failing to allow the customer to think they are winning
38. Element 3: Giving up after hearing "No"
39. Element 4: Not knowing when to walk away
40. The Golden Rule of Negotiating:
41. Never letting a Negotiation come down to a single issue
42. Why it needs to be Win-Win in Negotiations
1. Understanding and Acknowledging
2. Measure Manage Control Change Improve
3. What the Customer Needs to Know
4. Goals of Handling "Phone-Ups"
5. Exercise and Group Critiques
6. Phone-Ups Effectiveness
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. 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 Change What You Can't Control
5. You Change in Areas Needed / You Improve Results

About this course

$49.00 / month
100 lessons

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Sales Manager Certification

Course curriculum

Chapter 1 - Introduction

Chapter 2 - Leadership

Chapter 3 - Accountability Management

Chapter 4 - Effective Communication Skills

Chapter 5 - Daily Training

Chapter 6 - Daily Coaching

Chapter 7 - Negotiations vs. Closing

Chapter 8 - Phone-Ups

Chapter 9 - How to Manage Stress

Chapter 10 - Measuring to Manage, Control, Change, and Improve

About this course

Discover your potential, starting today