Owning the Sales Process is a two-part class with Owners attending both Day 1 and Day 2 and Salespeople coming on the second day. This is an intensive workshop and breakout class. Be prepared to engage your brain.

Day 1 – Explains why the owner – not the Salesperson – must own the sales process. Lead management is one of the most important functions in your business. In this class, dealers will learn how to generate and manage sales to keep their business growing profitably. Strategies on managing and motivating a sales force that will achieve your sales goals will also be discussed.

Day 2 – Focuses on getting referrals from every sale and how powerful and profitable it is to follow up on referral leads. Salespeople will learn how developing a sales territory will benefit and profit the company. There will be discussions of the salesperson's role, sales forecasting and the roles of selling for each position in the company. This class is focused on owning the sales process, so it will benefit the salesperson as well as the company. Owners attend Day 2 with their salespeople.

Day 1—For Owners

1. Class Mission
2. Owner's Role
3. Defining the Sales Process
4. Developing a Sales Driven Company
5. Sales Coordinator & Managing the Process

Day 2—For Salespeople & Owners

1. Comfort Consultant's Role
2. Referrals, Referrals, Referrals
3. What Are We Really Selling?
4. Developing & Managing Sales Territories
5. Implementation