Sales Management Fundamentals
This program equips new Sales Managers with the essential skills to lead and develop a high-performing sales team, focusing on driving sales performance, effectively managing and coaching staff, and using key metrics to support informed decision-making. Participants will gain practical strategies to achieve dealership targets, strengthen team capability, and deliver consistently exceptional customer experiences. The program also builds confidence in leadership, communication, and accountability to support long-term success in the role.
Content for this training plan was developed by:
6 eLearning modules
Price: $70per dealer*
Code: BFSMF100
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Learning Plan Overview
This course introduces the core leadership, coaching, and performance management skills required to succeed as a Sales Manager in a dealership environment. It focuses on the transition from individual contributor to leader, and builds capability in leading people, managing sales activity, and using data to drive consistent results. Learners will explore how effective Sales Managers influence performance, culture, and outcomes across the sales team.
1.1 Leadership Foundations
Understand the shift from salesperson to Sales Manager, including changes in responsibility, influence, and expectations. Learn how to move from peer to leader, establish credibility, and set clear behavioural and performance standards.
eLearning
30 mins
Code: BFSMF100_01
1.2 Coaching & Performance
Develop practical coaching skills to support day-to-day performance. Learn how to give real-time feedback, structure performance conversations, and motivate individuals while balancing accountability and recognition.
eLearning
25 mins
Code: BFUSMF100_02
1.3 Planning & Prioritisation
Learn how effective Sales Managers structure their time. Explore weekly rhythms, time management under pressure, and how to delegate effectively to build ownership without micromanaging.
eLearning
25 mins
Code: BFSMF100_03
1.4 Sales Pipeline & Results
Explore the structure of the sales funnel and how activity converts to results. Learn how to use KPIs to coach behaviour, identify performance gaps, and forecast sales outcomes with confidence.
eLearning
25 mins
Code: BFSMF100_04
1.5 DMS, CRM & Data Use
Understand the key CRM and DMS metrics required to manage a sales team. Learn where to find relevant data and how to use reports to support objective coaching and performance conversations.
eLearning
25 mins
Code: BFSMF100_05
1.6 People & Talent Fundamentals
Explore the fundamentals of building and developing a sales team, including hiring for success, onboarding new team members, and identifying high-potential individuals for long-term growth.
eLearning
30 mins
Code: BFSMF100_06
Meet your Training Provider
Inspire Training & Events is a specialist learning and development provider supporting organisations across the automotive, luxury retail, and financial services sectors.
With deep industry expertise, Inspire delivers tailored training solutions designed to develop capability, inspire performance, and achieve measurable business outcomes. Drawing on extensive real-world experience, our programs provide practical insights and strategies that translate directly into workplace success.
For more information, get in touch with our Inspire Training & Events team:
*Pricing is based on a monthly subscription fee per dealer rooftop, with a 12-month minimum term. A “dealer rooftop” is defined as a single rooftop location. Each dealer incurs a separate monthly subscription fee, regardless of how many franchises or employees operate within. Dealer Groups with multiple sites require a subscription for each location.
Once purchased, a training course is available to all employees at that dealership for the subscription period, with unlimited and unrestricted access.