F&I and Showroom, Industry Summit 2019

www fi magazine com 24 F I and Showroom Industry Summit 2019 A According to the latest NADA Dealership Workforce Study the turnover rate for sales consultants at dealerships is at an all time high of 80 Nearly one out of every three dealership employees in 2018 didnt last a full 90 days on the job Thats data from ESI Trends the consulting firm that conducts the NADA Dealership Workforce Study Odds are even worse for sales consultants with around 41 not lasting 90 days on the job On top of that 80 of new sales consultants didnt make it to their one year anniversary With the current turnover rate you might assume close to 80 of sales consultants are not trained to their fullest making things more challenging for all dealership personnel including finance managers For all those reasons now is a great time to invest in outside training for sales and F I Here are four specific criteria to look for in the program you select 1 THE HOW BEHIND THE WHY Rather than telling your new employees just go do it look for a training program that explains why certain techniques exist 2 FOUR TEMPERAMENTS OF PERSONALITY If you can find a training program that dives into the psychology of personality temperaments youll be ahead of the pack Visual and auditory cues will help your team learn how to recognize these traits in their customers and co workers 3 HOW TO GET ON YOUR CUSTOMERS LEVEL Training methods to help your sales and F I teams become more in sync with their customers will increase dealership sales Your team will be like a chameleon getting on the individual level of each customer they interact with 4 PRESENTATION MASTERY An in depth training program will teach your team a tried tested and proven process on how to conduct a presentation Outside training equips sales and F I teams to better deal with customers through a proven process Does everything always go down as nicely as a Disney movie No but a process will help any member of your team get back on track if theyre knocked down Making sure your outside training complements your in house training is important said Andrew Suvanvej who runs St Helens Auto Center a Ford and Chrysler group in the state of Washington When we look for a training company we look for groups that are attentive to our own unique business model By finding the right training program for your dealership youll empower your employees and create a stronger workplace culture Career path is ultimately what we try to put every individual on said Suvanvej Providing all the tools processes and procedures for everyone is key Tools and processes are constantly changing and by hiring the right outside training company youll not only gain a wider variety of resources but also a training group that will follow up with your team checking in on their progress while sharing new updated insider tips and tricks You might just find a proven partnership that will continue to help drive your sales even years down the road ABOUT THE AUTHOR Mike Holliman is head of SmartDealerUniversity at Innovative Aftermarket Systems Expert shares the four essential components dealers should look for in outside training programs for sales and F I professionals each of which contributes to improved morale productivity and profits BY MIKE HOLLIMAN PHOTO BY CHARLOTTE KEITH SHOWROOM St Helens Auto Centers Andrew Suvanvej advises colleagues to find training that aligns with your corporate culture 4 Ways Training Improves Retention and Results