A national supplier of aftermarket F & I products and services commissioned Automotive Business Solutions to supply training services for sales managers and sales consultants, with varying degrees of experience that worked in smaller markets.  There were new recruits with no automotive experience and experienced consultants that needed to be refreshed and re-energized.

Implementation

Through consultation we reached consensus that we would hold comprehensive seminars: two-day for sales managers and five-day for sales consultants.

This sales managers’ session provided answers and practical solutions to managing
people and processes with a view to improved performance, efficiency, productivity and profitability.  Included were the training materials and a Manual Showroom Tracking System.

The sales consultants’ session was our Pro-Active Selling Skills program.
Through our interaction the program provided answers and practical solutions for improvement.   It helped sales consultants recognize where they needed to develop or enhance skills and how to apply new approaches that would lead to increased levels of success.

In addition to learning new skills and reaffirming best practices, they had the opportunity to reflect on the skills and processes they needed to practice and follow in order to achieve consistent results.

Outcomes

Both groups eagerly applied what they learned.  The most dramatic improvement was with a sales consultant who, prior to training, was consistently underperforming.  Immediately following training, he became the top sales consultant for the month. 

In addition, the national supplier of aftermarket F & I products and services not only expressed their gratitude in a written testimonial but also commissioned Automotive Business Solutions to conduct a seminar for their regional sales force.

More Success Stories