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Automotive Sales Training, while not necessarily a glamorous topic, is a subject that needs some attention. Contract Training An effective and efficient Automotive Sales Training program that goes without proper 'Sexual Harassment' training is setting the dealership up for a future lawsuit. Look at it this way, by simply engaging in a simple once-per-month course for all 1st year employees to sit with the Human Resources manager and go over the policies and procedures of the dealership, you will be miles ahead of any future lawsuits. Last, but certainly not least, is 'Contract' training as it relates to your automotive sales training program. Article: Automotive Sales Training, while not necessarily a glamorous topic, is a subject that needs some attention. Dealers, as they continue to dispute the manufacturers with the higher and higher CSI demands, the need for continued and professional automotive sales training will only grow. Think relating to it for a second as we walk through a typical scenario. A guy/gal just finishes college, or they have heard from a friend how lucrative the automotive sales performance really is...so they wander on down to their nearest dealership. (I am obviously over simplifying here). Once the dealership and this guy/gal decide that there is a good fit; the automotive sales training begins. The problem, however, is that we have found that the majority of fast paced dealerships simply don't have the necessary time to sit down and ensure that their new staff members are properly trained. Sure, many of them are trained on the 'steps-to-the- sale,' but in today's day and age, automotive sales training needs to go much more furthermore the basics. Here are a few areas that automotive sales training programs can no longer go without: 1. Sexual Harassment Training 2. Human Resources Training 3. Contract Training An effective and efficient Automotive Sales Training program that goes without proper 'Sexual Harassment' training is setting the dealership up for a future lawsuit. Ok, having someone come inĄdo a 1 hour compliance seminar, then having the entire staff sign a document stating that they understand the elements of sexual harassment is not going to cut it. Not in the least. We are hearing of dealerships that still maintain 100% of the liability, as a sharp alter ego is easily able to pierce that 'piece of paper,' arguing that it is merely a piece of paper and not a true intention of the dealership to act in good faith to prevent these actions. Speaking of effective automotive sales training programs. If you do not take the next step and have 'Human Resources' training, the dealership is once again looking for trouble: trouble that you just don't need and can easily eliminate. Look at it this way, by simply engaging in a simple once-per-month course for all 1st year employees to sit with the Human Resources manager and go over the policies and procedures of the dealership, you will be miles a cut above of any future lawsuits. Last, but unavoidably not least, is 'Contract' training as it relates to your automotive sales training program. What do I mean by 'Contract' training? Well, as we all know, most of the individuals working in the automotive sales industry do not have a finance degree. They do not understand the related contract laws that embellish in their state. However, these are the same individuals that we rely on to ensure that applications, customer statements and final paperwork are documented properly. Granted, the finance managers in most states are required to have some form of 'insurance license,' but this does not mean that they get the proper training in a spin contract law and the nuances hand-in-glove with the contract. We are seeing day in and day out, simple mistakes under the sun made by staff at the dealership nullifying the legality of contracts every day. This can easily be avoided with a proactive management team. My message here is simple: automotive sales training does not end with the 'steps-to-the-sale,' but manifestly should just be the derivation of the new salespersons training program. Dealers need to protect themselves in every aspect, and this is not something that they can decide to do later.
Visit www.mindsetforsales.com to learn how you can accumulate the skills to stay up ahead in this game! Position Overview:
The Account Executive is responsible for finding, developing, and closing new business within the Staffing and Recruiting market. Emphasis will be placed on identifying and converting sales targets, including detailed tracking of sales prospects to establish a qualified pipeline, and activities including customer presentations, product demonstrations, and closing business. The Account Executive will coordinate involvement of Sales Engineers and Professional Services as required.
Responsibilities:
· Maximizes territory potential through targeting prospects, conducting customer meetings and demonstrating the product.
· Generates new target prospects through research, networking, and referrals.
· Converts target prospects to sales opportunities by identifying alignment of critical business needs with solutions and services.
· Develops proposals together with Sales Engineering and Professional Services.
· Works closely with sales management to prioritize opportunities and execute sales strategies to exceed quota expectations.
· Submits standard sales metrics, such as, weekly forecasts, pipeline, funnel, monthly progress, business plans, and expense reports on a regular and timely basis
· Maintain Bullhorn CRM for opportunity and contact management.
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