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Amy Taggart

Amy Taggart Marketing Manager

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Working The Leads - Why Training Matters

In my last post I made a comment about all of us being consummate sales professionals.

That got me to thinking - how did we get here? We had to start somewhere, right? I'm in marketing now, but I spent five years working the phones as an inside sales rep for a software company out in Silicon Valley.

Not quite the same as working in sales at a car dealership, but bear with me.

A key part of getting up to speed when I moved from operations into that sales role - besides understanding the product and our target customer better -  was understanding the sales process from both sides of the table.

For me, it was a combination of mentorship, training and straight up experience in working the phones that got me to where I needed to be. As a result, by the end of my first year, my regional sales team was consistently outperforming and earning President's Club trips (the Ritz-Carlton Kapalua was really nice and Atlantis was killer, but the hands-down winner was Monaco).

But the piece of the puzzle that built the foundation for that high level of performance was training. Not just on the products, but on the process of selling and how to work with a prospect until they become a customer.

This emphasis on training is an approach that we take with all of our dealer partners in the Carloan.com Dealer Network. When they sign up with us, they are automatically enrolled in our 14-Day Quickstart to teach them how to work with the prospects we deliver.

It's just one way we make it easier for our dealers to get to the sale faster and see the return that we know our programs can deliver.

[Note: I'm not saying that you'll get fancy trips from us -- I'm  leaving that to you to offer when your team is killing it with our finance leads.]

My question to you: do you have something like our 14-Day Quickstart to get your team up to speed when the join? How often to you revisit it to review their habits and how they're performing?

 

Mike Fox
It is important to train people before jumping into any sales and marketing project. There needs to be a training given, then a plan should be chalked out stating what job would be done by who and finally an analysis which would determine the results. I totally agree that training is important and is an important aspect in any job which cannot be ignored.
Amy Taggart
Thanks for the comment Mike - sounds like a great approach.

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