Sales Manager Mastery: Lead Teams in the Auto Industry

A sales manager course for ambitious car sales executives and sales managers to improve their skills and build top teams

Created byWarren Foyn

Last updated 7/2025

English

What you'll learn

Learn how to lead and motivate a high-performing automotive sales team using structured leadership tools and real dealership strategies.
Master daily activity tracking, pipeline inspections, and follow-up systems to boost team accountability and sales results.
Understand how to manage stock mix, aged inventory, and sales targets to ensure optimal dealership performance and profitability.
Use CRM and KPI data to make informed decisions, forecast accurately, and run impactful team meetings that drive growth.

Course content

8 sections • 29 lectures • 2h 9m total length

Course and trainer introduction2:25
This video provides information about the experience and expertise of the course creator, as well as giving a clearer understanding of what the learning outcomes of this course will be.

Lesson 1 – The Shift from Salesperson to Sales Manager5:35
Lesson 2 - The 4 Roles of a Great Sales Manager7:16
Learn the four roles of a great sales manager, namely leader, coach, inspector, and strategist, and how purposeful role-shifting builds high performance, trusted leadership, and dealership momentum.
Lesson 3 – Your 3 Core Responsibilities6:34
Lesson 4 – Habits of Elite Sales Managers5:59
Develop elite sales leadership by building consistent habits: plan daily, obsess over the pipeline with CRM data, show visible leadership, follow up relentlessly, and pursue personal growth.

Lesson 1 – Understanding Different Personalities on Your Team6:06
Master diverse team personalities to lead effectively by identifying drivers, socializers, thinkers, and supporters, coaching each style, avoiding clashes, and building balanced, high-performing teams.
Lesson 2 – Setting Clear Expectations3:57
Lesson 3 – Having Performance Conversations4:23
Learn to master performance conversations with courage, clarity, and care to drive accountability in your team. Prepare with facts, invite perspective, and coach toward a clear path forward.
Lesson 4 – Creating a Proactive Culture4:46

Lesson 1 – Understanding Model Mix and Ageing Stock4:33
Learn to optimize model mix and manage aging stock using inventory intelligence, data tracking, and 30/60/90 day alerts to boost cash flow and dealership momentum.
Lesson 2 – Linking Sales Plans to Stock Plans4:17
Lesson 3 – Stock Turn Strategies4:29
Master stock turn strategies to move vehicles faster by tracking days in stock per unit, average stock age, and churn, then apply tactics like focused marketing and aging stock bundles.
Lesson 4 – Linking Sales Targets to Stock Availability4:20
Link sales targets to stock availability by reverse engineering goals against current floor and inbound stock, aligning targets with what's actually in inventory.

Lesson 1 – Building a Winning Team Culture4:40
Build a winning team culture by setting clear standards for behavior and performance, coaching consistently, and celebrating teamwork, effort, and improvement to grow loyalty and consistent results.
Lesson 2 – Recognition Motivation and Real Talk4:10
Lesson 3 – Delegation and Stepping Back3:48
Explore how delegation builds people and trust, and how stepping back creates growth by giving others space to lead, with practical guidance on what to delegate and support.
Lesson 4 – Becoming the Manager Your Reps Want to Work For4:21

Requirements

Some experience in automotive sales (sales executive or sales manager level) is recommended.
A desire to lead, grow, and manage sales teams effectively.
No special tools or software needed—just a willingness to learn and apply what you're learning.
This course is beginner-friendly for aspiring leaders, as well as practical for experienced managers.

Description

Are you a top-performing sales executive ready to take the next step? Or a current sales manager struggling to get consistent results from your team? This course is your roadmap to becoming the kind of leader every dealership wants.

Built by an industry veteran with 20+ years of experience managing some of South Africa’s top-performing dealerships, this course gives you the real-world tools, systems, and confidence to lead with impact.

You’ll learn the proven strategies behind high-performance sales teams—from managing personalities and setting clear expectations, to pipeline control, daily rhythm, sales meetings, stock management, and KPIs. No fluff. No theory. Just what works in real dealerships, with real teams, under real pressure.

This course is structured around 7 powerful modules, each packed with lessons, reflection prompts, and downloadable tools you can start using immediately. Whether you're aiming to earn a promotion or sharpen your leadership edge, you’ll walk away with the structure and confidence to manage performance, coach effectively, and build a winning culture.

By the end of the course, you’ll be equipped to lead with clarity, consistency, and results—and become the sales manager your team respects and your Dealer Principal relies on.

If you're serious about stepping up, this is where your leadership journey begins.

Enroll now and start building the habits, systems, and mindset of a high-performance sales leader.

Who this course is for:

This course is for ambitious automotive sales executives ready to step into management, and sales managers who want to lead high-performing dealership teams.
It’s also ideal for dealer principals looking to upskill their leadership pipeline. Whether you're new to managing people or ready to refine your systems, this course will give you practical tools to lead with confidence.

Sales Manager Mastery: Lead Teams in the Auto Industry

What you'll learn

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Course content

Course Introduction1 lecture • 2min

Module 1: The Sales Manager Mindset4 lectures • 25min

Module 2: Managing People & Performance4 lectures • 19min

Module 3: Pipeline Control & Follow-up Systems4 lectures • 16min

Module 4 of the NextGen Motor Academy: Sales Meetings That Actually Work4 lectures • 15min

Module 5: Stock Management Basics4 lectures • 18min

Module 6 of the NextGen Motor Academy: Reporting & KPIs4 lectures • 16min

Module 7 of the NextGen Motor Academy: Leadership & Culture4 lectures • 17min

Requirements

Description

Who this course is for: