CBT News is on location at this year’s NADA Show, bringing exclusive conversations from the forefront of automotive retail. Today, Joe Verde Group President Joe Verde joins Jim Fitzpatrick to discuss the critical role of sales training in building successful dealerships and the challenges facing today’s sales teams.
Key Takeaways:
- Sales relationships remain the foundation of success. Despite the rise of AI and digital tools, Verde emphasized that a sale still comes down to the connection between a salesperson and the customer. Technology can spark interest, but it cannot replace the personalized interaction that drives conversions.
- Training gaps are limiting dealership performance. Many dealerships have sales staff who lack basic selling skills or management oversight, resulting in missed opportunities and underperformance. Regular, structured training with active role-playing and manager involvement is essential to develop consistent, high-performing sales teams.
- Profitability hinges on skill, not just technology or marketing. Investing in training can significantly improve sales and gross profits, often far more effectively than adding marketing spend or relying solely on new technology. Dealers who fail to prioritize training risk “training their staff to fail” in an increasingly competitive marketplace.
Catch all of CBT News’ coverage of the 2026 NADA Show here.
