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General Sales Management Program

Our General Sales Management Program includes all three courses—Foundation, Strategies, and Application—during which you will learn to lead, not just manage, the sales department. In these courses, discover how to maximize salesperson productivity, strategically manage the sales process, understand the dealership financial statement, and much more.

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In part one of three in our General Sales Management Program, you will learn how to lead other variable ops managers and the sales team, and be more effective in today’s challenging and competitive retail environment. In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize our proprietary Guarantee of Action (GOA) plans to provide a road map for improvement that is individualized for each student.

Class Length: 2 ½ days

Key Objectives & Competencies:

  • Learn to manage the dealership variable operations through accountability management
  • Recruit and train new vehicle sales consultants
  • Manage sales team activities
  • Understand the NCM composite and benchmarks to analyze your operation and identify potential opportunities
  • Develop a sales talent screening and on-boarding program
  • Execute effective one-on-one meetings to drive production
  • Understand how to develop a used vehicle model inventory
Cost:
$1,895 Per Seat
Requirements:
None
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Date/Location:
  • April 19 - 21, 2021 | Kansas City, MO
  • June 14 - 16, 2021 | Kansas City, MO
  • August 23 - 25, 2021 | Kansas City, Mo.
  • September 20 - 22, 2021 | Kansas City, Mo.
  • December 6 - 8, 2021 | Kansas City, Mo.
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Part two of three in our General Sales Management Program is designed to help improve productivity and win the respect of your management team with a thorough understanding of sales department profitability and asset management. This course delivers the advanced skills you’ll need to direct a more successful sales organization. After a student completes General Sales Management I: Foundation, they become eligible to attend General Sales Management II: Strategies. This course will take a deeper dive into specific topics from Foundation, along with introducing some new topics. Not unlike course one, Strategies will utilize NCM’s exclusive Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student. In this second level course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.

Class Length: 2 days

Key Objectives & Competencies:

  • Improve departmental profitability through key performance indicators (KPIs) and best practice guides
  • Manage the sales process and traffic control through understanding of opportunities to do business (OTDB)
  • Develop a world-class BDC/internet operation
  • Determine the key areas of focus you should monitor and track daily, weekly, and monthly
  • Execute an effective traffic management plan within your dealership
  • Create an internet lead tracking system that includes first party as well as manufacturer leads
Cost:
$1,795 Per Seat
Requirements:
General Sales Management I: Foundation
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Date/Location:
  • April 21 - 23, 2021 | Kansas City, MO
  • June 16 - 18, 2021 | Kansas City, MO
  • August 25 - 27, 2021 | Kansas City, Mo.
  • September 22 - 24, 2021 | Kansas City, Mo.
  • December 8 - 10, 2021 | Kansas City, Mo.
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Part three in our General Sales Management Program, this course begins with each student presenting a detailed review of their Guarantee of Action (GOA) plans they created in GSM I & II. They share the successes and challenges they experienced while transforming their variable operations. This interactive learning experience helps each student take themselves and their team to new levels of success. Ideally, this class would be taken approximately six months after completing General Sales Management II: Strategies to allow students enough time to implement changes in their dealership.

Class Length: 2 days

Key Objectives & Competencies:

  • Utilize a peer collaboration process to exchange best practices, experiences, ideas, and strategies
  • Evaluate and get feedback on GOAs (Guarantee of Action plans)
  • Review and expand on previous course content
  • Master the 30 responsibilities of used vehicle management
  • Break down responsibility in inventory, marketing, and sales production management
  • Make use of organizational charts, job descriptions and objectives, and regular one-on-one meetings
  • Develop, implement, and manage your sales compensation plans
Cost:
$1,795 Per Seat
Requirements:
General Sales Management I: Foundation & General Sales Management II: Strategies
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Date/Location:
  • June 24 - 25, 2021 | Kansas City, MO
  • December 13 - 14, 2021 | Kansas City, Mo.
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Package Cost: $3,895

Call the NCM Institute at 866-756-2620  or complete this form  for more information or to register.

Cancellation Policy: More than 15 days, but less than 30 days, prior to session, 25% of the tuition will be forfeited unless rescheduled for another date within 6 months. Less than 15 days prior to session, 50% of tuition will be forfeited unless rescheduled for another date within 6 months. Non-attendance without prior notification* or failure to attend the course within 6 months will result in full forfeiture of funds.
*Must call by 2:00PM CST the Friday before the class begins.