District Manager Onboarding Program
A six-month, performance-based training experience designed to launch confident, capable field leaders at XXXXX.
Strategic Overview
By the conclusion of this six-month training program, new DMs were exposed to a comprehensive foundation for success. The program covers a wide range of topics, from sales techniques and product knowledge to leadership and team management, as well as professional development, industry trends, and departmental shadowing. It was designed to put this new hire in a strong position from which to start a strong career as a District Manager.
Each month was designed to build upon the previous one, ensuring that the new DM gained valuable knowledge, skills, and abilities while losing as little as possible from the previous months.
Learning Outcomes
Based on Instructional System Design principles, upon completion of the program, the new District Manager will be able to…
- Describe the industry, including its history, key trends, and major players.
- Understand XXXXX mission, vision, values, and company culture.
- Demonstrate knowledge of XXXXX’s product offerings, their features, benefits, and technical aspects.
- Apply sales techniques, negotiation strategies, and customer relationship management skills in the sales environment.
- Develop and implement territory management plans, including SMART goal setting, planning, and execution.
- Communicate effectively with team members and display conflict resolution and team motivation skills.
- Evaluate personal leadership styles, decision-making abilities, and time management skills.
- Analyze key financial metrics and understand their impact on individual dealer and overall district performance.
- Collect, analyze, and interpret sales and purchase data to identify trends and opportunities for improvement.
- Implement sales enablement strategies and provide sales teams with necessary tools and resources.
- Develop a personal career advancement plan within XXXXX, including networking and personal branding strategies.
- Understand and apply marketing and branding principles to assist dealers in promoting XXXXX products.
- Deliver exceptional customer service in building long-term customer relationships.
- Understand inventory management and supply chain principles and their impact on dealer and district performance.
Mager’s Performance-Based Learning Objectives
- Outline XXXXX’s history, mission, and vision, as well as its products and services.
- Learn about XXXXX’s culture and policies.
- Recognize the expectations and responsibilities of the DM’s role within the organization.
- Explain the sales techniques and best practices used by the organization to achieve sales goals.
- Summarize the XXXXX Sales Process.
- Articulate the competitive landscape of the industry and how XXXXX’s product lines compare to competitors.
- Demonstrate effective coaching and feedback strategies for leading a team of XXXXX dealers.
- Communicate effectively with team members, stakeholders, and customers.
- Demonstrate use of the sales operations and customer relationship management (FranConnect) system.
- Illustrate usage of FranConnect to manage customer data, track sales activity, and generate reports.
- Leverage FranConnect to optimize sales processes and achieve sales targets.
- Observe and learn from experienced XXXXX dealers by shadowing and going on ride-alongs.
- Recall the day-to-day responsibilities and tasks of a XXXXX dealer.
- Identify areas for improvement and growth in their own sales skills and techniques.
Mager’s Performance-Based Learning Objectives
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| Company Introduction and Onboarding(in person)(articulate) | MOD1-01 Introduce the DM to XXXXX, its culture, and its policies. The DM will learn about the organization’s history, mission, and vision, as well as a general overview of our products. |
| Sales Techniques and Best Practices(in person)(virtual)(articulate) | MOD1-02 Sales techniques and best practices that we use to achieve our sales goals. The DM will learn about prospecting, lead generation, objection handling, and closing techniques. |
| Introduction to the Simple Sales Process (High Level)(articulate) | MOD1-03 This should be a high-level introduction to the XXXXX Sales Process to expose the new District Manager to our sales philosophy without overwhelming. We will dig deeper into this concept as the DM acclimates to the role and enters New Dealer Training in Month 3. |
| Industry Knowledge(in person)(virtual)(articulate) | MOD1-04 Provide insight to the industry landscape. Expose the DM to the high-level of features and benefits of XXXXX’s product lines, how they compare to competitors, and how they meet the needs of our customers. |
| Leadership and Communication(in-person)(articulate) | MOD1-05 Provide training on how to lead and manage a team of sales professionals. The DM will learn about effective coaching and feedback strategies, as well as how to motivate and inspire team members. Focus on leadership styles, effective communication, and team motivational strategies to assist the DM in learning techniques to lead the new team effectively. |
| Sales Admin and FranConnect(in-person)(articulate) | MOD1-06 Provide training on the sales operations and customer relationship management (FranConnect) system. Focus on how the system is used to manage customer data, track sales activity, and generate reports. This will be an ongoing area of focus throughout the onboarding program.Includes “The Franchise Agreement” and “Selling a Franchise“ |
| Shadowing and Ride-Along(in-person) | MOD1-07The DM will spend time shadowing and going on ride-alongs with a few selected local Dealers. [Make it clear that the new DM should observe only – just take things in. This will assist in building the foundation for what we want the DM to be. This is not about the new DM trying to “fix” problems that may be observed so early in the process.] |
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MOD1-01 | |