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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.
Save $1,000 USD with this Package!
General Sales Management I is a comprehensive dealership sales management course designed to help leaders improve variable operations performance, maximize profitability, and strengthen inventory management strategies. Participants will learn how to optimize Opportunities to Do Business (OTDBs), enhance used vehicle operations, calculate ROI, refine trade appraisal processes, and effectively manage inventory through trade and stock walks. The course also focuses on developing leadership skills to guide sales teams and variable operations managers in today’s competitive automotive retail environment. Through interactive instruction and NCM’s Commitment process, learners create practical action plans to drive sales performance, operational efficiency, and dealership growth.
Class Length: 2 ½ days
Key Objectives & Competencies:
- Build accountability systems that improve sales team performance.
- Use financial analysis tools to measure and drive dealership results.
- Increase sales opportunities through effective lead and traffic management.
- Strengthen used vehicle sourcing, inventory planning, and merchandising.
- Improve inventory ROI through strategic aging and days' supply management.
- Master trade appraisal processes to maximize acquisition opportunities.
- Implement pricing and inventory strategies that increase used vehicle profitability.
- Develop a dealership-specific action plan focused on measurable sales growth.
General Sales Management II builds on the foundation established in GSM I, providing dealership leaders with advanced strategies to improve sales performance, strengthen accountability, and drive operational excellence. Participants will explore effective management practices, recruitment and retention strategies, performance coaching, digital marketing optimization, and emerging automotive industry trends. The course emphasizes data-driven decision-making, ROI analysis, and actionable planning to improve dealership profitability and team performance. Through instructor-led discussions, hands-on financial analysis, and NCM’s Commitment process, learners develop customized implementation plans that support long-term success, operational efficiency, and high-performing sales organizations.
Class Length: 2 days
Key Objectives & Competencies:
- Advance new vehicle department performance through data-driven management strategies.
- Identify high-impact opportunities using dealership financial and operational metrics.
- Recruit, develop, and retain top-performing sales professionals.
- Establish accountability systems that strengthen team performance and execution.
- Leverage digital marketing and internet sales to increase lead conversion.
- Analyze variable operations KPIs to uncover growth opportunities.
- Adapt sales strategies to evolving consumer buying behaviors and trends.
- Develop and present a strategic action plan focused on measurable results.
General Sales Management III is the advanced capstone course in the GSM series, designed to help dealership leaders master high-level sales management strategies that drive profitability, operational efficiency, and team performance. Participants will learn how to recruit, develop, and coach top-performing sales teams, optimize sales department structure, leverage eCommerce and BDC strategies, manage sales pipelines, and make data-driven business decisions. Through interactive discussions, financial performance analysis, hands-on exercises, and NCM's Commitment process, learners create customized action plans tailored to their dealership goals. The course delivers practical leadership tools and proven strategies for sustained dealership growth and sales success.
Class Length: 2 days
Key Objectives & Competencies:
- Elevate leadership effectiveness through advanced coaching and accountability practices.
- Build high-performing sales teams through strategic hiring and development.
- Strengthen sales performance with structured coaching and deal management processes.
- Optimize sales and service pipelines to increase customer acquisition and retention.
- Design organizational structures that improve sales department efficiency and results.
- Leverage eCommerce and BDC strategies to maximize digital sales opportunities.
- Improve productivity through proven time, task, and priority management systems.
- Develop and present a strategic action plan focused on long-term growth.
Call the NCM Institute at 866-756-2620 or complete this form for more information or to register.
Single Class: If canceled 15–30 days prior to the session, 25% of the tuition will be forfeited unless rescheduled for another date within 1 year. If canceled fewer than 15 days prior to the session, 50% of tuition will be forfeited unless rescheduled for another date within 1 year. Non-attendance without prior notification or failure to attend the course within 1 year, will result in full forfeiture of funds. Must call by 2:00PM CST the Friday before the class begins.
GMEP: A $3,000 USD nonrefundable deposit is required at time of application with balance due 14 days prior to class start. Below is the refund schedule for the remaining balance, after the non-refundable $3,000 USD deposit is deducted.
- Cancellation on or before Session 1: 100%
- Cancellation on or before Session 2: 65%
- Cancellation on or before Session 3: 30%
- No Refund will be awarded after completion of Session 3