Bart Wilson

Company: DrivingSales

Bart Wilson

DrivingSales

Nov 11, 2016

Separate the Work: Getting Results from Training

In the 2016 DrivingSales Executive Summit, John Boudreau introduced a concept called "separate the work".  He defines this as identifying the parts of a job role that can see increased performance from training.  Let me explain.

Think of a receptionist.  For our example, let's assume that one of the tasks of this role entering customers into the CRM.  This needs to be done properly, with good spelling and grammar, and it needs to be done in a timely fashion.  But there isn't much more to it than that.  The difference between a poor receptionist and a good receptionist wouldn't be drastic here.

Another function of this receptionist's role is greeting customers on the phone and transfering them to the proper department.  The difference between a poor and high quality receptionist is drastic here.  We've listened to a lot of phone calls.  Trust me.  There is a difference.  Between their greeting, the tone of voice, how efficient they are in transferring, there are multiple opportunities to create a favorable impression here.

Using this example, most of the training efforts should be spent on phone skills and interacting with customers.  Your dealership can benefit most by focusing here.

Let's take a look at the sales manager position.  If you walk into a dealership, the sales manager is always busy.  There are no shortage of tasks for them to do.  In my opinion, there are two functions essential to this job role.  The first is having high-quality conversations with customers.  Selling cars.  The other?  Having high-quality conversations with the sales staff.  Developing people.  How often are your managers doing 1 on 1's with your staff?

Here's another way to separate the work.  What tasks are your managers doing that you could pay someone $10 an hour to do?  Not that you need to add more staff, but if these tasks can be accomplished by someone with a lower skill set, they probably are functions of that job that require emphasis and training.

Bottom line: separate the functions of the different roles in your dealership and identify the elements that need focus and training.  Build your training regimen around these important areas and see lift from your training efforts.  The bigger the opportunity, the higher the priority.

Check out John's entire interview here.

Bart Wilson

DrivingSales

Director of Operations

3085

1 Comment

Bryan Armstrong

Southtowne Volkswagen

Nov 11, 2016  

#Boom 

Recommended Posts

Hulsizer Chevrolet

Hulsizer Chevrolet is your go-to Montgomery Chevy dealer for excellent sales and service. Finding your next ride? Choose from a wide selection of new Chevrolets for sale, used Chevrolets for sale, or certified pre-owned Chevrolets for sale. As a Chev…

Hulsizer Chevrolet

Hulsizer Chevrolet

6
Yesterday

FL Auto Sales Group

Florida Auto Sales Group specializes in custom Broncos for sale. We offer nationwide sales and modifications, with many buyers from out-of-state locations like NY, CA, TX, and VA. Whether you're searching for a new Ford Bronco for sale or want to…

FLAuto SalesGroup

FL Auto Sales Group

11
Yesterday

Bakersfield Hyundai

Bakersfield Hyundai is a premier Hyundai dealer in Bakersfield, CA, dedicated to providing the best customer experience when shopping for a new Hyundai car or a used Hyundai car. Our friendly and knowledgeable team at Bakersfield Hyundai will guide y…

Bakersfield Hyundai

161
Last Week

Manahawkin Kia

At Manahawkin Kia, you'll find a reliable Kia dealer in Manahawkin, NJ, providing an extensive selection of both new and used Kia cars for sale. Whether you're in the market for a brand-new Kia or a pre-owned vehicle, we have a wide range of …

Manahawkin Kia

Manahawkin Kia

85
August 24th

ONYX Motors

ONYX Motors builds the best electric motorbikes for performance, style, and everyday use. Check out our electric motorbikes for sale, customize your ride with electric motorbike parts, and experience the power of a 80V electric bike today. Visit our …

ONYX Motors

ONYX Motors

112
August 22nd