Is training that important to all of us?

I was talking to a dealer and he asked me that question! I almost fainted. One in every ten jobs in this country is somehow related to the auto industry! 23% of the glass, 31% of the iron, 32% of the aluminum consumed in this country is for the auto industry - that "commodity" base alone states how important the end result of trained dealership employees dealing with the ultimate consumer should be trained! Sales/service/internet/management - everyone in every dealership should be trained and trained and trained - let's all work together to do a better job so even that guy forging iron has a job!

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Permalink Reply by Steve Richards on January 3, 2011 at 5:20pm

If the training a dealer has experienced in the past had no effect it's only normal they would ask this question. Sadly, most training sold or forced upon dealers has either little or even negative effect.

There is supporting evidence. For example, it’s practically impossible to get salespeople to say what they are trained to say. That‘s significant because the single most reliable indicator that something does not work is the fact that people will not use it. There may be initial resistance, but almost anything that makes a job easier is quickly adopted. Secretaries balked at word processors, service techs disliked engine analyzers, and everybody hated email, at first. But nobody is asking for a return to typewriters, timing lights and “next day” delivery. Salespeople are no less interested than other people in finding an easier way. (It is often said that they are more interested.) So if what they were trained to say really made prospects more cooperative and more inclined to buy, then the best salespeople would always say it. But it never does, so they never do. Like I said, sad, for all involved.