This course is designed for Sales Managers who want to strengthen their leadership skills and elevate the performance of their sales department. Participants will learn practical strategies to manage people, processes, and productivity in today’s competitive retail environment.

The class focuses on building a strong, motivated sales team through effective coaching, structured training, and consistent accountability. Attendees will explore proven methods for recruiting talent, leading impactful sales meetings, improving follow-up and negotiation skills, and reinforcing a sales process that produces reliable results.

Attendees will learn:

• The key responsibilities of a successful Sales Manager, including recruiting, interviewing, and developing your team
• How to plan and lead effective sales and training meetings using proven “Train the Trainer” techniques
• Strategies for creating an engaging training environment and increasing team participation
• Methods to measure meeting effectiveness and design agendas that reinforce your sales process
• How to set the stage for productive negotiations that increase total customer yield

About the Instructor: Ken Carlson is the owner of Carlson Automotive Resources LLC – A Training Company.  He was formerly the Director of Training for Brown & Brown Dealer Services, F&I Resources and Burns-Kull Automotive Group. For over 33 years Ken has trained, coached, and developed thousands of dealership personnel throughout the U.S. Ken conducts training seminars in Sales, Sales Management, F&I Management and Service Advisor for dealer associations and dealerships. He is a student of the business and has attained AFIP Master-Lifetime Certification. 

GNYADA Seminars, held in person, are developed by qualified dealership experts to meet the highest possible standards and deliver the latest information and effective solutions for your most pressing business needs. Our programs train new and seasoned dealership professionals to improve operations and profitability within each department.