Bob and Sara will be walking through training with field sales teams for an hour once a month in a Zoom meeting. We know that learning is not a one-time event, so this will be coupled with homework after each session, giving you and your management team something to continue the conversation around after the training. In addition, these will all be recorded, giving anyone who misses a session they will have the ability to get caught up on their time.
The investment is $99/month per manufacturer/distributor field salesperson.
Month 1-3: Foundation Building
January 18th - Introduction to Dealership Dynamics
Understanding the dealership structure.
Overview of products/services sold through dealerships.
Introduction to key dealership personnel and their functions.
February 29th - Sales Techniques and Communication
Effective communication skills for building rapport with dealership staff.
Consultative selling strategies tailored to dealership environments.
Role-playing exercises focusing on handling objections and closing deals.
March 21st - Product Knowledge and Market Analysis
In-depth training on products/services offered by the company.
Market analysis and understanding competitors' products.
Identifying unique selling points and advantages of company offerings.
Month 4-6: Relationship Building and Sales Strategies
April 18th - Relationship Management
Developing long-term relationships with dealership personnel.
Strategies for maintaining regular communication and follow-ups.
Utilizing Customer relationship management (CRM) software.
May 23rd - Negotiation Skills and Closing
Advanced negotiation techniques tailored for dealership sales.
Overcoming price objections and negotiating win-win deals.
Understanding dealership financial models and margins.
June 20th - Territory Management and Time Optimization
Efficiently managing territories for maximum coverage.
Time management strategies for optimizing dealership visits.
Leveraging technology and tools for effective planning.
Month 7-9: Marketing and Branding Strategies
July 25th - Marketing and Promotions
Understanding dealership marketing strategies.
Collaborative marketing initiatives and co-op advertising.
Leveraging promotional materials and resources effectively.
August 22nd - Brand Representation and Training
Representing the company brand effectively at dealerships.
Training on brand values, identity, and aligning with brand guidelines.
Conducting product demos and presentations aligned with brand values.
September 19th - Customer Experience and Feedback Gathering
Enhancing customer experience through service excellence.
Techniques for collecting and utilizing customer feedback.
Understanding customer journey mapping in a dealership setting.
Month 10-12: Advanced Strategies and Professional Development
October 24th - Advanced Selling Strategies
Upselling and cross-selling techniques within a dealership.
Building on relationship-based selling to enhance sales numbers.
Handling complex sales scenarios and decision-making processes.
November 21st - Professional Development and Leadership
Personal development plans for sales team members.
Leadership skills for field sales managers within dealership environments.
Training in mentoring and coaching junior sales team members.
December 19th - Review, Assessment, and Future Planning
Review of the entire training programs' impact and effectiveness.
Assessing sales team performance and achievements.
Planning for continuous improvement and future training needs.