Course Duration – 6 Hours of Live instruction over 2 – 1/2 Day Sessions

Sales Managers increase their understanding of the dynamics of change management and their role in achieving higher performance through their people.

Gain valuable knowledge and proficiency in elevating all aspects of your teams performance. Increase your comfort with and effectiveness in conducting super productive one-on-ones.

Raise your training game and increase the effectiveness in delivering professional skill development meetings.

Course Duration – 6 Hours of Live instruction over 2 – 1/2 Day Sessions

LEARNING OBJECTIVES

Change Management

1. Participants gain a better understanding of the dynamics of change management and their role in achieving higher performance through their people.
2. Participants understand their role in change management and how coaching is essential for lasting results

Coaching

1. Participants understand the difference between cheerleading and coaching
2. Participants understand the forces at work to undermine our effort
3. Participants understand how the process of selling is very much like the process of coaching
4. Participants are able to ask good coaching questions that get staff talking.

Productive One-on-ones

1. Participants understand the structure and content that make for an effective one-on-one coaching session
2. Participants are able to diagnose performance gaps by finding out if the problem is a “Why” or a “How”
3. Participants are able to conduct one-on-ones to address a variety of performance issues or common staff development situations
4. Participants understand how to create higher accountability for action within one-on-ones

Skill Development Meetings

1. Participants understand the frequency and structure of effective skill development meetings
2. Participants understand basic adult learning concepts that help to create better meetings and participant retention of information
3. Participants understand the link between stories, learning, and retention
4. Participants can identify where exercises, group activities, and role-play enhance learning and promote positive change in behavior
5. Participants are able to evaluate their own development needs in becoming better developers of people
6. Participants are able to design an agenda for skill development training meetings
7. Participants are better able to deliver/facilitate skill development training meetings for various topics

What did you like most about the program?

“This course really opens up your mind to the full potential of the auto sales industry, the sky is the limit." Campus Auto Group

“Thanks again for your input into our dealership group with your training. The feedback here is fantastic and something we will work hard to get sorted for next time you come."

Howard Martin – Manawatu Toyota

“Can't write much, “Invest 8 Hours – pay raise 30%" . Thanks!"

“…we produced 30% more overall gross on half the volume and still maintained market share. That absolutely could not have happened without the right processes for these times."

Bob Crawford

“2018 ended on a high note for new vehicles – a 7th consecutive record year & 31 years at #1. Plus the successful implementation of both Toyota Experience/Drive Happy and a Hospitality strategy across the entire dealer network. A large part of that success is due to the partnership between TNZ, TFS and Automotivaters as we continue to lift the professionalism and performance of our sales team here in NZ. “

Neeraj Lala – Toyota New Zealand

“Whether you are 3 months in the chair or 30 years in the chair, if this course becomes available to you, it should be non-negotiable to go to it."