Car Sales Management Training

Train to become a sales manager.

Automotive dealer sales managers comprise only 1.8 percent of staff, based on 2008 statistics from the U.S. Department of Labor. They are directly responsible for the overall success in retail vehicle sales. Their abilities ultimately determine a dealer's success, and a sales manager in training has a lot to learn in both entry-level and continuous training.

Skills

Because sales managers in training are already successful salespeople, most need only to enhance their skills. They train with other managers to defuse customer issues or concerns, and successfully manage the sales employees. They can expect to listen and participate with other managers during the sales process to enhance negotiating and leadership skills. Sales managers in training also enhance vehicle knowledge, responsible for appraising trade-ins and pricing inventory. They learn to consider market and guide values in light of their assessment of a vehicle's mechanical condition. They will cross-train to learn the finance manager's job, thus enhancing banking, credit and warranty sales skills.

Responsibility

Sales managers are responsible for the actions of the finance managers and all sales staff, including the receptionist. Hiring, terminating, reprimanding and motivating staff is part of every sales manager's responsibility. Managers in training learn--usually from another manager--how to discipline and motivate staff. They sit in on interviews and terminations and can expect to gradually start taking over morning meetings, learning to motivate and set goals for employees.

Work Conditions

Sales managers have an often stressful position, even more so while training, due to learning new responsibilities, which can make it physically and mentally draining. They can spend all day on their feet, and a lot of time outside, no matter the weather, organizing the lot or talking to customers.

Hours

Dealerships are open from morning to late evening. Though most open at 9 a.m., some may require attendance for meetings as early as 8 a.m. Sales managers in training can expect to stay past closing time, depending on business traffic or customer needs. During training and beyond, Saturday work hours are mandatory, though the sales manager is often compensated with a day off during the week. A sales consultant training to become a sales manager can expect to work even more hours. The training process can be lengthy, but any trainee can expect to work as much as necessary to learn the position---even if it means coming in on a day off.

Wages

Sales managers are paid well, even while training, earning based on dealership performance. Their hourly wages for 2008 averaged $33.73, according to the U.S. Department of Labor. Training sales managers are paid salary and commission. They will start at a lower percentage compared to more experienced managers, but that will increase with time.

References

• United States Department of Labor: Automotive Dealers