When you are talking about sales, the discussion often focuses on metrics or your return on investment(ROI). But lately, the millennial generation has been at the forefront of conversations about sales. They are our new generation of sales people and it is important to understand how to motivate them through creative sales training.
The millennial members of your team are likely eager and ready to learn. However, this is a group of technology-driven individuals who respond well to the tech stuff that can be challenging for many in the older generations. Use technology in your coaching and your mentorship outreach. When they gain access to knowledge in real time, they’re going to respond well.
Focus on Emotional Intelligence
Everything can’t be tech-driven though. A lot of great sales training for your team will focus around being excellent communicators who are empathetic, able to negotiate and keep a positive attitude at all times. This is why you have to focus on emotional intelligence. You’ll find that the individuals at your dealership who do the best are often the ones with higher emotional intelligence.
When you focus on developing an emotionally intelligent employee, you’re going to see them having more productive conversations with prospective buyers. Your industry is all about person-to-person selling, and you don’t want to forget that, regardless of how advanced technology becomes.
Training Manuals Still Exist?
Believe it or not, yes. Your training manual should be in a constant state of evolution, which means if you’re still going by what was written in 2016, it is probably time for an update.
Your manual needs to be a dynamic playbook. It should include input and experiences from everyone on the lot so they all learn from each other. You can even take your manual digital for easier inclusion of new data.
Measuring Your ROI
Big corporations spend an average of nearly a million dollars a year on training, and they watch their KPIs quite closely to determine what works and what doesn’t. You don’t have to spend a lot of money on training, but you still want to find out what is working and where you can improve your training, so keep an eye on where you’re spending your money and what you’re getting out of it.
Your employees are likely staying informed on the latest cars coming to your lot, but what about the ones that have yet to arrive? Focus part of your sales training on the trends affecting the auto industry and what manufacturers are working on now that could impact the way you talk about vehicles in the future. Consumers appreciate all the inside information they can get because it impacts how they invest in one of their biggest purchases next to their homes.