Three Tips For Managers Struggling to Train Sales Team
How to motivate your sales team effectively is one of the biggest challenges dealership managers face. When asked for quick tips to improve training, here’s what I recommend:
1. Prioritize Practice Over Theory: In your training meetings, make sure at least 50% of the time is dedicated to practice. Watching videos or reading scripts is helpful, but it’s not enough. Your team needs to verbalize and apply what they’re learning. Remember, it’s not just about what they know—it’s about what they can *do* with that knowledge.
2. Hold More Training Meetings, Fewer Sales Meetings: Dealerships often spend too much time in sales meetings focused on numbers and logistics, leaving little room for skill development. Shift your focus to training meetings where the goal is to help your team improve. Your salespeople have likely plateaued on their own; it’s up to you to guide them to the next level. Consistent, targeted training ensures that your team not only meets sales goals but exceeds them by honing their abilities to engage, negotiate, and close more effectively. By prioritizing skill development, you’ll create a culture of growth that empowers your team to thrive in any market condition
3. Become a Sales Trainer, Not Just a Trainer: Motivate your sales team! There’s a difference between telling your team what to do and selling them on the importance of it. True sales trainers don’t just instruct—they inspire and engage. When your team isn’t implementing what you’ve taught, it’s usually because they weren’t fully sold on it. In training sessions, focus on making the material compelling so your team buys in and applies it.
If you master these strategies, you’ll transform those boring meetings into dynamic, educational sessions that lead to real results. Remember, your team’s current skill level is as good as it’s going to get without your active involvement. It’s up to you to make them better. For more tips and insights, be sure to check out our YouTube channel, where we dive deeper into effective training techniques and leadership strategies that will help you empower your team
