IMI launches accreditation scheme for car sales staff

The Institute of the Motor Industry (IMI) has announced its new Sales Accreditation initiative which will sit alongside their existing Customer Service Accreditation, to set the professional standard for dealership sales staff.

Early adopters of the Sales Accreditation route include Mercedes-Benz and Vauxhall, who have already begun to reap rewards since staff completed the training and assessment. With a number of other manufacturers and large dealership groups also in discussion with the IMI, it is expected that as many as 5,000 registrations will follow in the coming months.

IMI launches accreditation scheme for car sales staffThe IMI’s CEO Steve Nash commented: “The role of the automotive sales professional in today’s business has never been more challenging, with product, variant and option proliferation – as well as ever tighter regulation of finance – so an accreditation route which addresses professional standards in this area is an important and logical step to take. We are certain this is the right course of action to raise standards in the sales arena and ensure good operators are rewarded and placed at the forefront of the industry.”

This new accreditation is available at two levels – Sales Executive and Senior Sales Executive. To be successful, employees need to demonstrate competence in the areas of communication, product and technical knowledge, objection handling, complaints, and business processes. The higher Senior Sales Executive level requires additional competence in the areas of workload management, vehicle warranty products, coaching and supervision.

Professional Register

All individuals which are successful achievers of IMI Accreditations are placed on the public facing Professional Register – a searchable database of over 40,000 industry professionals who can prove their skills, knowledge and competence, and subscribe to an ethical code of conduct.

Nash added: “An official IMI Sales Accreditation means that high quality salespeople have a direct method to promote their skills to potential customers via the IMI Professional Register, alongside skilled technicians. With high numbers of candidates already in the pipeline, we believe that the new accreditation has the potential to revolutionise standards in sales.”

The IMI is the professional association for individuals working in the  motor trade, and the authoritative voice of the sector. They are transforming the automotive industry by setting, upholding and promoting professional standards to drive skills acquisition, establish clearer career paths and boost public confidence. The online Professional Register was designed to ensure that motorists remain in skilled, competent and trustworthy hands.

For further information please visit