Raising the bar for Vehicle Sales Executives

The Cadet is a freshly launched program designed to revolutionise the way Vehicle Sales Executives are trained and supported locally.

But what inspired The Cadet program?

Craig Absalom with 27 years in the automotive retail space – starting as a Sales Executive, then spending eight years as a Sales Manager and 17 years as a Dealer Principal – says he witnessed firsthand the significant gap in the skill set of many Sales Executives in our industry.

“It became abundantly clear to me that we needed a new breed of Sales Executives to keep our industry in line with international standards. We have some highly competent professionals, but many are simply not prepared for the demands of modern automotive sales.

“This observation gave birth to the idea for The Cadet program. I teamed up with Jan Combrink, who has extensive experience in Talent Management, Training and Development, to create a program to address this gap by producing a new breed of Sales Executives equipped to thrive in today’s competitive environment,” he tells Dealerfloor.

Asked why a tertiary qualification for applicants was needed, he says they believed a solid educational foundation was crucial for building critical thinking, communication and adaptability – skills essential for success in the automotive industry.

“We ensure our candidates demonstrate professionalism and academic rigour by requiring a tertiary qualification. It also shows grit, the determination to set and achieve goals, which is a trait we value in potential cadets. Our program is designed for those serious about their career growth, and a tertiary qualification is a strong indicator of that commitment.”

Craig says a psychometric assessment is a critical starting point for all cadets. It allows them to identify strengths, weaknesses and natural inclinations, providing a comprehensive profile that aligns with what makes a successful Vehicle Sales Executive.

“This personalised assessment allows us to tailor the training to meet each cadet’s specific needs. For the cadets, it’s an eye-opening experience; they receive detailed feedback that highlights areas for improvement, making the entire journey more reflective and meaningful for their personal growth.

“Our training goes beyond the basics. We worked closely with Master Educators and Instructional Designers to make the modules interactive and engaging. Together, we created Zinzi and Thabo, two fictional characters who accompany the cadets through the learning process.

“This interactive element brings the content to life. Each module covers critical aspects of the sales process, from prospecting leads to closing deals, but we do not stop there. Cadets complete real-world assignments and develop comprehensive business plans, ensuring they are not only learning theory but also applying it practically,” says Craig.

“NCA accreditation is critical for any sales professional handling the financial aspects of automotive sales. The automotive industry is heavily regulated when it comes to finance, and compliance is non-negotiable. We partnered with Moonstone to offer this accreditation as part of The Cadet program, ensuring our graduates are fully equipped to handle the complete sales cycle, including finance-related negotiations.”

On the question of how The Cadet supports participants after completing the program, he tells us Transformed Recruitment, their well-established recruitment arm, provides fine-tuned employment support to each graduate. From crafting industry-standard CVs to leveraging their network of dealership contacts across South Africa, they actively work to connect cadets with job opportunities.

He says The Cadet’s commitment to its participants does not end with employment. “We are developing additional modules focused on management skills, financial acumen, as well as sales and aftersales, so our graduates can continue to grow.

And is there a financial commitment for participants?

Craig says they believe having some "skin in the game" helps cadets stay focused and committed to their development. “We charge a low fee, which includes the psychometric test, four training modules and coaching. Upon completing the training, cadets move on to NCA accreditation, for an additional amount.

“This is offered through our strategic partner, Moonstone. We also offer individual training modules and assessments for those who prefer a more modular approach. For Dealer Groups and OEMs, we offer pricing on a case-by-case basis, ensuring bespoke solutions for their specific needs,” he concludes.

Read more here: https://tc.thecadet.co.za/our-...