SALES TRAINER

Northside Ford - Brasada Ford•San Antonio, TX

17h

About The Position

Trains all newly hired Salespeople within the Northside Ford Auto Group, ensuring those Salespeople have an in-depth understanding of how to successfully complete the Steps of the Sale. Retrains/provides targeted remedial training for those Salespeople who are not consistently meeting sales goals, survey goals, or who show a lack of understanding/implementation of the steps of the sale in interactions with customers or management.

Requirements

High school diploma or general education degree (GED) and at least two years related experience including some experience in Automotive Sales Management.
Ability to read and comprehend simple instructions, short correspondence, and memos.
Ability to write simple correspondence.
Ability to effectively present information in one-on-one small group situations to customers, clients, and other employees of the organization.
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common factors, and decimals.
Ability to compute rate, ratio, and percent.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Manufacturer Training
Valid Driver’s License

Responsibilities

Ensures new Salespeople from each dealership are enrolled to participate in manufacturer training. Guides/supervises those Salespeople to complete their training in a timely manner.
Communicates with General Managers and the HR Coordinator to schedule new Salesperson training classes.
Ensures all new Salespeople receive an orientation tour of their respective dealership – including meeting appropriate management, service/quicklane and collision center location, employee parking info, employee lunch areas info, assignment of desk/phone, and location of restrooms.
Instructs new Salespeople in the ten-step sales process. Instruction is in-depth and includes lecture, handouts, and role playing for each step of the process.
Guides new Salespeople in impromptu practice of the meet and greet, fact finding, and vehicle selection as success on these initial three steps sets the stage for success in the rest of the steps.
Instructs new Salespeople in the use of Focus.
Spot checks completion of “tasks” in Focus by all salespeople, encourages their completion and informs management about employees whose waiting tasks exceed thirty.
Instructs new Salespeople in the area of manufacturer CSI/surveys.
Arranges for new Salespeople to shadow experienced salespeople. Observes shadowing and seeks input from Sales Managers to strengthen the new Salesperson’s knowledge and his/her ability to successfully complete the steps of the sale.
As needed, closes deals for new Salespeople and guides the new Salespeople in their knowledge of successful negotiation, ensuring the salespeople are asking the customer to purchase and obtaining written commitments.
Conducts walk around training/contests on a regular basis.
Observes Salespeople as requested by the Sales Managers to determine opportunities for improvement and re-trains those salespeople who need remedial training in some of the steps of the sale.
Assists the Ford Commercial Account Manager as needed. This includes using text, phone calls, letter, emails and onsite visits to market commercial vehicles.
Sells Vehicles to Commercial customers, as time permits.
Assists with delivery of new vehicles to commercial customers.
Completes Manufacturer’s training as required.