PROBLEM

The new sales person training for the automotive group was not producing sales persons
able to successfully use the existing sales process. The needs analysis revealed, the
current training program was dominated by lecture and did not provide opportunity for role play.

Prior to the development of a performance based training program, only three out of 95
new sales persons were able to meet or exceed the 90 day salary guarantee.

SOLUTION

Leslie Clark, in cooperation with management, created a revised training course. The new course design ensured that new sales staff could use the sales process effectively upon program completion. The new curriculum was highly interactive and included a significant amount of time for practicing the new skills and behaviors. The hands on learning system, included having vehicles available for product presentations and practice test drives.
During the practice sessions each performer was evaluated by their peers and feedback
was provided on steps omitted or those needing improvement.

On the last day of sales training each individual performed the entire sales process and received a written evaluation form from the instructor or participating sales manager.

IMPACT OF THE REVISED TRAINING

YEAR ONE
3 people met the guarantee cost savings of: $18,000

YEAR TWO IMPLEMENTATION OF NEW PROGRAM
23 sales persons met the guarantee for a cost savings of: $138,000
18 sales persons exceeded the guarantee in the amount of: $25,285
Total value to the organization: $163,285

28 persons trained in Year Two and Year Three became Sales Persons of the Month.