Program Evaluated
Sales Manager Training
Customer: Chrysler LLC
Program Description:
- Chrysler Academy designs and deploys Sales Management Training (SMT) to over 3,000 US-based dealerships
- The 2007 the SMT program consisted of foundational training plus two sales management courses designed to help managers improve the sales performance of their dealership
Evaluation:
- Over half of the dealerships were studied where one or more than one manager completed
- SMT
- The study measured the impact of SMT on the following dealer-level business metrics
– Dealership sales volume and gross profit
– Inventory turn, gross profit per new car and gross productivity
– Department net retention and dealer SSI
Findings:
- The business impact results showed the sales department gross profit was 29% higher for dealerships with a trained manager than those without
- Dealerships with a manger trained sold 1.48 more cars per month over the prior year, compared to a .01 increase over the same period for dealerships with no trained manager
- The ROI for dealerships with a trained manager was 5,280%
- A positive correlation exists between sales manager training and sales consultant retention, resulting in an average size dealership could expect to retain one additional consultant per year