Spring training is all about preparation. It's about fielding the best possible team so that when the regular season arrives you can deliver the best possible performance. Once the pre-season is over, it's time to get focused and down to business.

In the dealership it often feels like spring training all year round. Part of that is due to the high turnover rate and part of it is that managers are too busy to complete the training of their team. A person gets hired, run through some very limited HR routines called "orientation", and then handed over to another team member with instructions to, "Watch what they do and do it."  And since they never really get the training they need, they tend to rely too much on other people and they don't get out there and do it themselves.

What's needed is a clear and direct approach to training. This includes step by step plans and a specific date when spring training comes to an end. Of course "coaching" continues throughout the year, but that is simply fine tuning and adjusting to situations. If you don't train your people completely and in a timely manner, then it's completely unfair to expect or hold them accountable when the desired level of performance is not achieved.

Why not sit down with your manangers and map out a specific training plan? It should begin with the general details like sales and service processes, and then move to specifics like greetings and closings. Be sure to put a clear cut date when the "player" will be expected to get out on his or her own and "play ball!"

Part of your training plan should be enrolling your "players" into our college. It's an affordable and effective way to help you manage your training efforts.