You Paid the Sales Trainer ... Now What?
Over the course of our careers, how many dollars have we spent on phone trainers in the hopes of transforming our team into a “well-oiled” appointment-setting machine?
We bring in the trainer in his high-end suit and cuff links, split the team into multiple sessions, and sit back. We're confident in the knowledge that this investment should have an extremely positive impact on our bottom lines, now and moving forward.
The itinerary for a typical 3-day automotive sales training session resembles this:
Day one: Educate and motivate!
Day two: Practice and rehearse. Role-play the scripts until we know it better than our own names.
Day three: Write the trainer a big check.
As we walk through our showrooms, we are pleased with what we see. Scripts on the desks of our sales people and as we listen, we hear the proven techniques of appointment setting.
Music to our ears.
Fast forward three weeks, where did the scripts go?
Now when we walk through our showrooms and listen, we wonder 'are they back to their old ways?' Are they trying to sell the car on the phone? “I’m sorry, that vehicle was sold Saturday……………..good bye”. What about the new hires? What is the staff saying to our valuable phone opportunities?
It seems that the more time goes by, the only person that’s really happy in this scenario is the sales trainer.
Imagine being able to establish a base line in performance metrics of your personnel prior to the trainer’s arrival. Then have the ongoing data available at the touch of a mouse to be able to track performance improvements as a result of your training investment.
And then through the same on-going analysis of real-time data, being able to maintain that level of performance throughout the foreseeable future.
Take a look at the appointment-set rates of a top-performing dealer and ask yourself "how do my employees compare?"
How much impact would you have if you made your internal and external training efforts trackable, measurable, and most importantly, sustainable?