Resource topic

coaching

Auditing Performance Pressure on Your Dealership Sales Floor

You'll be able to tell the difference between urgency that makes reps act and pressure that makes them hide, using recorded conversations and escalation counts instead of vibes. You'll also get the specific decision-quality checks that show what unpredictable management is costing in gross.

Run an Execution Audit Before You Cut a Lead Source

You'll be able to settle the "our leads are junk" argument with a 30-lead grid that compares response time, attempts, CRM notes, appointment asks, and outcomes side by side. And you'll know which findings belong to the vendor and which belong to a rep.

Four Standards That Make the Dealership Buying Process Predictable

You'll get four written standards — next-step explanations, wait-time updates, document readiness, and named handoffs — plus the exact sentences reps say at each one. You'll also get a four-week rollout and a way to inspect each standard without guessing.

When a Sales Manager Should Step Into a Live Deal, and What the Rep Still Owns

You'll leave with a written intervention boundary: four triggers that justify stepping into a live deal, three things the rep keeps no matter what, and a three-question debrief you can run in four minutes. It turns manager takeovers from deal rescues into rep development.

Reset a Missed Sales Standard Before It Turns Into Process Drift

A four-step reset — document the exception, remove the obstacle, restate ownership, inspect the next occurrence — that closes out a single missed standard in about twelve minutes. You'll also learn how to tell a coaching problem from a broken process using five lines in a log.

Trace Every Blown Deal Back to the First Assumption That Moved

Payment shock has seven possible causes, and the biggest variance is rarely the first one. You'll learn to build a seven-row trace sheet that names which assumption moved first, who knew it, and how long the customer waited to hear it.

The Weekly Gross-Leakage Review That Assigns a Code and a Name to Every Soft Deal

You'll leave with a set of reason codes for discounts, trade overallowances, recon delays, and BDC handoff losses, plus a 45-minute meeting format that assigns one owner to each. By week three you'll see which single pattern is costing you the most gross.

Audit the Gap Between Your Sales Reports and What Actually Happens on the Floor

You'll get a four-column audit for comparing what your dealership reports claim against what you observe on the floor over 12 real deals. By the end you'll know which two gaps to fix, who owns each one, and how to check in 30 days.

Managing Dealership Appointment Show Rate as a Process, Not a Percentage

Break show rate into four measurable jobs — appointment quality, confirmation completion, pre-arrival value, and no-show recovery — each with a named owner. You'll leave with a grid you can run every Monday in fifteen minutes and a two-week test to fix the weakest cell.

Catch Negative Equity in the First 15 Minutes, Not the Fourth Hour

You'll be able to catch upside-down trade-in deals in the first 15 minutes instead of the fourth hour, using five specific fields your desk requires before any worksheet goes up. Includes the exact sentences reps use to get a real payoff, a real cash-down capacity, and a real payment conversation.

The Four-Box One-on-One Form for Dealership Salespeople

You'll get a one-page one-on-one form that keeps performance facts, the rep's obstacles, your own commitments, and the next inspection date in four separate boxes. You'll also know exactly what to say in each one so the meeting ends with something dated instead of "let's pick it up."

Three Lead Sources, Three Follow-Up Standards, One Audit That Proves It

You'll write three separate follow-up standards — one each for internet leads, phone ups, and showroom traffic — with speed targets, channel order, and stop rules. Then you'll run a 90-minute CRM audit on ten records from each source to find out which standard is actually being executed.

Reconcile Your Closed-Lost Records Before You Believe Them

You'll get a weekly process for verifying what really happened to unsold showroom customers, correcting the loss reason in your CRM, and rolling the recurring breakdowns into one process change. It takes about 45 minutes a week and 10 records.

A First-30-Days Work Plan for New Dealership Sales Hires

A day-by-day 30-day work plan for new dealership sales hires, built on four daily assignments: rehearsal, live customer exposure, CRM entry, and a ten-minute manager debrief. You'll be able to build it as a one-page checklist and know by day 12 whether the hire is going to make it.

Stop Counting Touches and Start Counting Whether the Lead Moved

Swap your BDC activity report for six metrics that show whether a lead actually moved: replies, live connections, appointment asks, sets, shows, and next-step ownership. You'll get a four-week rollout plan and the exact CRM note that counts as a real next step.

A Readiness Gate for New Dealership Hires Before You Turn Them Loose

Build a three-stage readiness gate that says exactly when a new hire can take internet leads, phone-ups, and showroom customers without supervision. Every item on it is something you can watch them do and mark pass or fail.

Turn Repeat Review Complaints Into One Assigned Process Fix a Month

You'll learn how to code your dealership's reviews by process step, find the complaint that repeats, and turn it into a specific sentence a rep says at a specific moment. Then you'll verify the fix by scoring recorded calls instead of waiting on the review page.

The Post-Training Loop That Tells You Whether a New Behavior Actually Stuck

You'll get a four-step loop — observe, correct, verify, decide — that turns training day into a measurable change on the floor. And you'll get a gate that stops you from buying another tool before the last one was adopted.

Four Reasons a Rep Skips a Step, and Why Only One of Them Is an Attitude Problem

When a rep skips a required step, the cause is one of four things — and each one needs a different fix. This gives you a ten-minute diagnostic you can run with a call recording and the rep in the room.

The Weekly Meeting Where Your BDC and Your Sales Floor Look at the Same Six Appointments

You'll be able to run a 30-minute weekly debrief that puts your BDC and your salespeople in the same room over six real appointments and finds exactly where the handoff broke. You'll leave each one with one change per team, an owner, and a date.

Write Coaching Feedback a Rep Can Argue With — And Then Fix

Turn vague coaching notes like "not enough rapport" into specific, timestamped observations a rep can act on tomorrow. Includes rewrites of the four labels managers use most and a call review template that makes vagueness hard.

The Dealership Sales Meeting That Ends With One Behavior, One Owner, and One Test

You'll get a 15-minute dealership sales meeting format that ends with a single written behavior standard, a named rep who owns it, and a test that happens before the day is over. You'll also see how last week's failure data becomes next week's standard, so you stop hunting for meeting topics.

The 15-Minute Daily CRM Check That Keeps You From Chasing Your Reps

A 15-minute daily CRM routine built on three saved views that surfaces untouched leads, overdue tasks, and ownerless follow-up. You'll route work without turning yourself into the team's personal reminder system.

Stop Letting Reps End Calls With "I'll Follow Up"

You'll be able to hear a vague call ending in 40 seconds and name exactly what's missing from it. And you'll have the specific language to get a buyer to agree out loud to a dated, two-sided next step before anyone hangs up.

When Two Managers Score the Same Call Differently

Learn how to run a 30-minute call review calibration session that turns two managers' conflicting scores into one written rule your reps can act on. Includes a way to rewrite vague scorecard items and a single number to track how far your scoring has drifted.

The Customer Should Never Have to Tell Their Story Twice

You'll get a four-part handoff briefing reps can deliver in twenty seconds, plus the manager's opening line that proves the briefing happened. Includes a pass/fail scoring check you can run on five transferred calls this week.

Coach Your Reps to Ask One Question at a Time

You'll learn to spot the three shapes of question stacking on a recorded call and count them in the first five minutes. You'll also get the exact one-on-one script and rubric line that gets a rep from four stacks per call down to one.