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Suzuki Sales Manager Training Guide
Challenge:
Create top shelf off-the-shelf training for sales consultants
Training sales consultants — whether they are new hires or veterans — is an ongoing need at any dealership. Keeping the training cost-effective is also high on the list.
But how do you create a one-stop resource that sales managers can turn to — a do-it-yourself manual that doesn’t require any professional training? That was part of our challenge in helping Suzuki create a sales consultant training guide for sales managers.
Solution:
Give them a welcome KISS — keep-it-simple solution for learning
We began by getting to know all eight Suzuki vehicles, using source materials and physically inspecting them. During this process, we identified 30 common systems that the vehicles shared, and created a chart of common systems. Once sales consultants become familiar with the 30 systems, they have a strong grasp on all of the vehicles.
We then created facilitation tips to help the sales managers train, and developed 10 activities and worksheets to copy and use in meetings. The manual is laid out in an easy-to-understand fashion — an activity is on the left-hand page, and its corresponding worksheet on the right. The activities are brief and can be integrated into any meeting.
One example is the walkaround of the vehicle with a prospect. In addition to creating a walkaround activity, we prepared a walkaround job aid with key selling points for each vehicle. The sales consultants can use this to learn about the vehicles and rehearse presenting them.
The Sales Manager Training Guide, which sports an “I’m over here!” red cover to make it easy to find, became an overnight favorite. In addition to sales managers using it, regional trainers use it for training, and it’s now a staple of the kit shipped to new dealers.
    
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