Fixed Ops Magazine - 2021 Vol18 06 - 18

This will keep the team engaged and fully focused!
PULL IT ALL TOGETHER AT THE END
Have the training sessions end with a quick recap of
what was covered. Do not summarize the entire session.
Just pick out the most important points. It is a
positive to close with a group cheer or an inspiring
video clip that leaves the team buzzing and ready to
take on the challenges of the day.
MAKE A POWERFUL OPENING STATEMENT
The trainer will have 30 seconds to capture the attention
of the audience and should not waste it. He or she
needs to begin with a bang. Interacting with the team
as quickly as possible will get the session under way.
Grab everyone's attention and get them thinking with
an opening question or role-play to demonstrate a key
point rather than explaining it. The show doesn't tell.
BE UP-FRONT ABOUT THE OBJECTIVES
AND BENEFITS OF THE TRAINING SESSION
Directly after the attention-getting opening, give the
team a breakdown of the objectives of the session and
the benefit they will obtain from it.
MIX THINGS UP
The average attention span of most people is about 6
minutes. This means that training sessions need to be
kept diverse and interactive by having a combination of:
* Role plays (pre-written with customer and
observer checklists)
* Demonstrations (example: the service walk-around)
* Discussions
* Spin Charting
* Guest Speakers (both from within and outside
our industry)
* Games
* Video Clips
18
Developing a great dealership training plan takes time.
Choose the best management or other team member
or members to cover the necessary topics. Have the
trainer, trainers, and appropriate management team
members take the time to plan and prepare but also
allow themselves to make mistakes. After each training
session, be sure that they take time to debrief right
away. Each trainer/manager needs to write down a few
points to describe what worked well and what did not
work. By committing to this process, each session will
provide the opportunity to improve the next session.
Do not ever stop learning!
Ted Ings is the Executive
Director at the Fixed
Ops Roundtable and the
Center for Performance
Improvement. He is a
4-time NADA (National
Automobile Dealers Association)
Convention
speaker and is one of
their highest-rated presenters.
Ted
has successfully implemented dozens of initiatives
for OEM's and Total Quality Management processes at
thousands of dealerships in North America and around
the world, revolutionizing the way vehicles are sold. This
makes him an invaluable asset to his clients, as they get
both the benefit of his vision and his experience.
https://www.centerforperformanceimprovement.com
(212) 763-0016 telephone
https://www.centerforperformanceimprovement.com
Fixed Ops Magazine - 2021 Vol18 06

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