RBI’s General Sales Manager Program

PHASE ONE: INITIAL ASSESSMENT

During this phase, RBI will work with appropriate personnel of each dealership to gather information that is essential in order to:

• Tailor the Program to specific needs within the Dealerships
• Identify processes, practices, and resources that are currently in place in each dealership
• Understand the culture and image of the Dealership as a whole
• Identify several key Managers whose experience, skills, and interest would enable them to be trained as key Partners

At the conclusion of the Initial Assesment, we will work with key representatives at the dealership to:

• Summarize the results of the assessment
• Key Partner who will be the primary in-house training resource
• Review the components and logistics of the entire program

PHASE TWO: THE INSTALLATION

During Phase Two, we will present a series of Workshops that are unique in the industry for a variety of reasons; such as:

• Participants learn to apply materials to real-life situations
• Participants learn not to dwell on the theoretical and the generic
• Participants are actively involved throughout the Workshops
• The Workshops Leader is not just a presenter; instead is an expert in his field who has successfully applied everything he trains

Manager Workshops

We will introduce the entire Sales Management team to the following areas:

• The primary features of the selling model: RBI SCORE
• The elements of our Total Selling System
• Showroom traffic control
• Desking and managing the department
• Forecasting, tracking and monitoring
• Various additional administrative and support tools and strategics
• A sales philosophy appropriate to the volatile market place of today


Sales Team Workshop

We will introduce all Salespeople and Sales Managers together to a proven selling method that will:

• Enable the Sales team to increase both volume and profit
• Constantly increase customer loyalty and satisfaction
• Enable Salespeople to know exactly where they are in the selling process and which step to take
• Provide a more systematic way for Managers to track and monitor each selling opportunity

The initial training conducted by one of our senior trainers will complete the initial installation of our Program; thus laying the foundation for all future training.

PHASE THREE: ON-GOING TRAINING & CONSULTING

After the Installation has been complete, the Program implements the following activities:

• On-Site Sales and Sales Management Training
  • RBI will provide systematic training and skill practice for Salespeople and/or Managers based on analytics of on-going feedback; build on and expands the knowledge and skill base established in the initial Workshops; enables new members of the Sales team to participate in training on RBI-SCORE ; enables Sales Managers to master the tools used in the Total Selling System
• In-House Sales and Sales Management Training
  In addition to our monthly visit to the dealership, RBI will provide a monthly training schedule that is carefully designed and thoughtfully prepared by RBI and presented by dealership management (key partner) as follows:
• planned weekly sessions
• complete training package with instructions
• all needed training material
• Weekly phone contacts and reporting
  Systematic two way communication to provide coaching and feedback to Managers.