How do you train a new Sales Consultant?

Brandin Wilkinson

I recently talked with the President & CEO of one of the largest dealer groups in Canada and he shared with me "embarrassingly" that they don't have a real system in place for training new Sales Consultants outside of some online videos and a couple of days spent with their Sales Managers.  He admitted that they were making improvements on this issue.

Is this the norm or the exception?

We spend thousands on advertising to drive motivated buyers into the dealership, but only spend a couple of days and some online training for the Sales Consultants to look after these motivated buyers in a professional matter.  And expect them to get top-end results.

Do you consider training a priority with a new Sales Consultant?

Do you incorporate personal development into your training?

Do you or would you send your Sales Consultant to an outside of the industry seminar such as Tony Robbins UPW?

Do you have a guide for new commissioned Sales Consultants to use for writing off expenses?

Curious to know what the standard is for dealers to train new sales consultants.

Chris Murray

Great topic! Sadly virtually every US dealer has allowed the factory to be the sole source of training. Look at the results.

Mark Rask

At the hyundai store we had just committed to bringing in new training....I dont think that is the norm

Brandin Wilkinson

Ok awesome thank you Mark

Chris Murray

One of the most successful dealer groups in the country has sales and service lane training once a month every month with no exceptions. Their COO, when asked if this was a little excessive, stated the results were in their successful record so, no, success is not excessive at all!

55% of the people making their living in sales don’t have the right skills to be successful.

Dealers... Companies, in general, are terrible when it comes to training. But training is expensive when done right, but it's worth the expense. Smart dealers and the most successful companies in the world know this!

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