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General Sales Management Program

Our General Sales Management Program includes all three courses—Foundation, Strategies, and Application—during which you will learn to lead, not just manage, the sales department. In these courses, discover how to maximize salesperson productivity, strategically manage the sales process, understand the dealership financial statement, and much more.

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In part one of three in our General Sales Management Program, you will learn how to lead other variable ops managers and the sales team, and be more effective in today’s challenging and competitive retail environment. In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize our proprietary Guarantee of Action (GOA) plans to provide a road map for improvement that is individualized for each student.

Class Length: 2 ½ days

Key Objectives & Competencies:

  • Learn to manage the dealership variable operations through accountability management
  • Recruit and train new vehicle sales consultants
  • Manage sales team activities
  • Understand the NCM composite and benchmarks to analyze your operation and identify potential opportunities
  • Develop a sales talent screening and on-boarding program
  • Execute effective one-on-one meetings to drive production
  • Understand how to develop a used vehicle model inventory
Cost:
$1,945 Per Seat
Requirements:
None
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Date/Location:
  • September 23 - 25, 2024 | Kansas City, MO
  • October 7 - 9, 2024 | Toronto, ON
  • October 21 - 23, 2024 | Kansas City, MO
  • December 9 - 11, 2024 | Kansas City, MO
  • January 13 - 15, 2025 | Kansas City, MO
  • February 3 - 5, 2025 | Toronto, ON
  • March 17 - 19, 2025 | Kansas City, MO
  • April 7 - 9, 2025 | Kansas City, MO
  • May 19 - 21, 2025 | Kansas City, MO
  • June 9 - 11, 2025 | Kansas City, MO
  • July 14 - 16, 2025 | Toronto, ON
  • July 21 - 23, 2025 | Kansas City, MO
  • August 18 - 20, 2025 | Kansas City, MO
  • September 15 - 17, 2025 | Kansas City, MO
  • November 10 - 12, 2025 | Kansas City, MO
  • November 17 - 19, 2025 | Toronto, ON
  • December 8 - 10, 2025 | Kansas City, MO
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Part two of three in our General Sales Management Program is designed to help improve productivity and win the respect of your management team with a thorough understanding of sales department profitability and asset management. This course delivers the advanced skills you’ll need to direct a more successful sales organization. After a student completes General Sales Management I: Foundation, they become eligible to attend General Sales Management II: Strategies. This course will take a deeper dive into specific topics from Foundation, along with introducing some new topics. Not unlike course one, Strategies will utilize NCM’s exclusive Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student. In this second level course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.

Class Length: 2 days

Key Objectives & Competencies:

  • Improve departmental profitability through key performance indicators (KPIs) and best practice guides
  • Manage the sales process and traffic control through understanding of opportunities to do business (OTDB)
  • Develop a world-class BDC/internet operation
  • Determine the key areas of focus you should monitor and track daily, weekly, and monthly
  • Execute an effective traffic management plan within your dealership
  • Create an internet lead tracking system that includes first party as well as manufacturer leads
Cost:
$1,845 Per Seat
Requirements:
General Sales Management I: Foundation
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Date/Location:
  • September 25 - 27, 2024 | Kansas City, MO
  • October 9 - 11, 2024 | Toronto, ON
  • October 23 - 25, 2024 | Kansas City, MO
  • December 11 - 13, 2024 | Kansas City, MO
  • January 15 - 17, 2025 | Kansas City, MO
  • February 5 - 7, 2025 | Toronto, ON
  • March 19 - 21, 2025 | Kansas City, MO
  • April 9 - 11, 2025 | Kansas City, MO
  • May 21 - 23, 2025 | Kansas City, MO
  • June 11 - 13, 2025 | Kansas City, MO
  • July 16 - 18, 2025 | Toronto, ON
  • July 23 - 25, 2025 | Kansas City, MO
  • August 20 - 22, 2025 | Kansas City, MO
  • September 17 - 19, 2025 | Kansas City, MO
  • November 12 - 14, 2025 | Kansas City, MO
  • November 19 - 21, 2025 | Toronto, ON
  • December 10 - 12, 2025 | Kansas City, MO
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Part three in our General Sales Management Program, this course begins with each student presenting a detailed review of their Guarantee of Action (GOA) plans they created in GSM I & II. They share the successes and challenges they experienced while transforming their variable operations. This interactive learning experience helps each student take themselves and their team to new levels of success. Ideally, this class would be taken approximately six months after completing General Sales Management II: Strategies to allow students enough time to implement changes in their dealership.

Class Length: 2 days

Key Objectives & Competencies:

  • Utilize a peer collaboration process to exchange best practices, experiences, ideas, and strategies
  • Evaluate and get feedback on GOAs (Guarantee of Action plans)
  • Review and expand on previous course content
  • Master the 30 responsibilities of used vehicle management
  • Break down responsibility in inventory, marketing, and sales production management
  • Make use of organizational charts, job descriptions and objectives, and regular one-on-one meetings
  • Develop, implement, and manage your sales compensation plans
Cost:
$1,845 Per Seat
Requirements:
General Sales Management I: Foundation & General Sales Management II: Strategies
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Date/Location:
  • October 7 - 8, 2024 | Kansas City, MO
  • November 13 - 14, 2024 | Kansas City, MO
  • December 10 - 11, 2024 | Kansas City, MO
  • January 23 - 24, 2025 | Kansas City, MO
  • March 12 - 13, 2025 | Kansas City, MO
  • April 16 - 17, 2025 | Kansas City, MO
  • June 2 - 3, 2025 | Toronto, ON
  • June 4 - 5, 2025 | Kansas City, MO
  • July 14 - 15, 2025 | Kansas City, MO
  • September 8 - 9, 2025 | Kansas City, MO
  • October 8 - 9, 2025 | Kansas City, MO
  • November 24 - 25, 2025 | Kansas City, MO
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Package Cost: $4,135

Call the NCM Institute at 866-756-2620  or complete this form  for more information or to register.

Single Class: If canceled 15–30 days prior to the session, 25% of the tuition will be forfeited unless rescheduled for another date within 6 months. If canceled fewer than 15 days prior to the session, 50% of tuition will be forfeited unless rescheduled for another date within 6 months. Non-attendance without prior notification or failure to attend the course within 6 months, will result in full forfeiture of funds. Must call by 2:00PM CST the Friday before the class begins.

GMEP: A $3,000 nonrefundable deposit is required at time of application with balance due 14 days prior to class start. Below is the refund schedule for the remaining balance, after the non-refundable $3,000 deposit is deducted.

  • Cancellation on or before Session 1: 100%
  • Cancellation on or before Session 2: 60%
  • Cancellation on or before Session 3: 30%
  • No Refund will be awarded after completion of Session 3