Workplace Management Coaching Program

SALES MANAGEMENT COACHING — DEALERSHIP EDITION

(Core modules typically included in workplace coaching programs)

Daily Floor Management & Leadership Presence

How to run a high-energy daily start-up with the team

Managing the showroom floor with visibility

Customer engagement presence (knowing when to step in)

The TO (Turnover) process mastery

Handling multiple customers & salesperson management simultaneously

Modelling professional behaviour and customer language

Lead Management & CRM Coaching

Ensuring accurate CRM usage

Lead assignment rules

Daily lead review and follow-up standards

Speed-to-contact and multi-channel follow-up coaching

Coaching salespeople on converting digital enquiries

Setting quality benchmarks for email/SMS templates

Tracking lead ageing and preventing leakage

Conducting lead quality audits

Road-to-a-Sale Discipline Coaching

Inspecting and coaching each step of the showroom process

Non-negotiable standards and SOP enforcement

Coaching on test drive execution

Role-playing walkarounds with salespeople

Observing live interactions and giving immediate feedback

Coaching documentation & follow-up notes

KPI Management & Performance Coaching

Understanding key KPIs:

Closing ratio

Test-drive %

Finance penetration

Accessory penetration

Used-to-new ratio

Sales per salesperson

Delivery cycle time

Running weekly 1:1 performance meeting

Setting clear goals and action improvement plans

Holding team members accountable (with empathy)

Data-driven coaching vs emotion-led feedback

Scorecards and ranking systems

Deal Structuring & Gross Management

How to structure deals for maximum gross

How to explain and use under-netting appropriately

Approved vs non-approved discounts

Trade-in evaluation process

Working with valuer/buyer for speed & accuracy

Spotting gross erosion early

Teaching value presentation over pricing

How to rescue dead deals

Finance & Insurance (F&I) Coaching

Ensuring early introduction of Finance

Coaching salespeople to generate quality F&I leads

Weekly review of penetration and income

Following up on missed finance opportunities

Managing handover to Business Manager

Aligning finance messaging with sales process

Ensuring full compliance

Coaching Sales Conversations & Competency

Role-play coaching for:

Greeting

Needs analysis

Objection handling

Closing

Finance introduction

Trade-in positioning

Identifying skill gaps in real-time

Running weekly sales training workshops

Creating a training calendar

Conducting mystery shops (internal)

Team Communication & Motivational Leadership

Delivering constructive feedback without damaging morale

Conflict resolution between staff

Running team huddles & weekly meetings

Recognition and reward systems

Motivating different personality types

Managing “emotion vs logic” in salespeople

Keeping culture positive under pressure

Coaching for Digital Showroom & Modern Buyer Behaviour

Teaching digital-first sales strategies

Ensuring social media lead responses

Coaching video messages & virtual walkarounds

Improving online reputation (reviews, follow-up)

Setting standards for digital presentation (Chat, SMS, WhatsApp)

Stock, Inventory & Merchandising Coaching

Vehicle ageing management

Stock mix optimisation

Coaching used-car managers on buy-plan

Online listing quality (photos, pricing, descriptions)

Physical yard display standards

Managing demo fleet

Coaching on Time Management & Planner Use

Daily planner discipline

Prioritising high-value activities

Manager task batching

Daily/weekly/monthly rhythm

Coaching team on personal productivity

Reducing wasted showroom time

Compliance Coaching

ACL requirements for sales managers

Privacy obligations

Holding staff accountable for accuracy

Ensuring proper documentation is completed

Finance and insurance compliance

Complaints handling coaching

Coaching for Customer Experience (CX)

Managing escalations

Coaching difficult customer conversations

Setting delivery standards

Ensuring after-sale follow-up discipline

Working with Service for retention

NPS/CSI coaching for managers

Coaching for Conflict & Staff Performance Issues

How to address underperformance constructively

Creating action & improvement plans

Corrective feedback techniques

Behaviour management

Exit readiness conversations

How to have hard conversations professionally

Coaching the Manager to Coach Others

(Often the most important module)

How to run a structured coaching session

How to ask coaching questions (not just instruct)

How to perform live-coaching in the showroom

How to review calls, deals, and leads with staff

Setting expectations and gaining buy-in

Creating your own coaching style

Maintaining consistency