Sales Manager Mastery: Lead Teams In The Auto Industry

Sales Manager Mastery - From Top Sales Exec to Automotive Leader

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.

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.

Overview

Section 1: Course Introduction

Lecture 1 Course and trainer introduction

Section 2: Module 1: The Sales Manager Mindset

Lecture 2 Lesson 1 – The Shift from Salesperson to Sales Manager

Lecture 3 Lesson 2 - The 4 Roles of a Great Sales Manager

Lecture 4 Lesson 3 – Your 3 Core Responsibilities

Lecture 5 Lesson 4 – Habits of Elite Sales Managers

Section 3: Module 2: Managing People & Performance

Lecture 6 Lesson 1 – Understanding Different Personalities on Your Team

Lecture 7 Lesson 2 – Setting Clear Expectations

Lecture 8 Lesson 3 – Having Performance Conversations

Lecture 9 Lesson 4 – Creating a Proactive Culture

Section 4: Module 3: Pipeline Control & Follow-up Systems

Lecture 10 Lesson 1 – How to Inspect What You Expect

Lecture 11 Lesson 2 – Daily Activity Management

Lecture 12 Lesson 3 – Follow Up Frequency and Scripts

Lecture 13 Lesson 4 – Keeping Your Teams Pipeline Healthy and Real

Section 5: Module 4 of the NextGen Motor Academy: Sales Meetings That Actually Work

Lecture 14 Lesson 1 – Weekly Rhythm What to Cover

Lecture 15 Lesson 2 – Morning Standups Keep Them Sharp

Lecture 16 Lesson 3 – Using Leaderboards and Shoutouts

Lecture 17 Lesson 4 – Handling Tough Weeks Without Blame

Section 6: Module 5: Stock Management Basics

Lecture 18 Lesson 1 – Understanding Model Mix and Ageing Stock

Lecture 19 Lesson 2 – Linking Sales Plans to Stock Plans

Lecture 20 Lesson 3 – Stock Turn Strategies

Lecture 21 Lesson 4 – Linking Sales Targets to Stock Availability

Section 7: Module 6 of the NextGen Motor Academy: Reporting & KPIs

Lecture 22 Lesson 1 – Key Reports Every Sales Manager Must Know

Lecture 23 Lesson 2 – Setting Targets and Forecasting

Lecture 24 Lesson 3 – Using CRM and Lead Data Effectively

Lecture 25 Lesson 4 – Month End Reviews and Dealer Principal Prep

Section 8: Module 7 of the NextGen Motor Academy: Leadership & Culture

Lecture 26 Lesson 1 – Building a Winning Team Culture

Lecture 27 Lesson 2 – Recognition Motivation and Real Talk

Lecture 28 Lesson 3 – Delegation and Stepping Back

Lecture 29 Lesson 4 – Becoming the Manager Your Reps Want to Work 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.