Metrics to Measuring Salesmen Success at Your Dealership

Sometimes the data can be overwhelming.

It’s important to know which metrics need your attention

and how those metrics will drive change and profit at your dealership.

Your dealership will improve their phone performance and increase sales when they…

#1 Connect More Calls. It’s as simple as answering the phone!

On inbound calls, it is crucial that your client connects with a sales agent that is qualified to help them.

Try a phone bridge to spend less time chatting with the receptionist and more time getting answers from a sales agent.

Evaluate the calls you’re already getting by paying attention to the percentage of calls successfully connecting your clients with these agents.

#2 Request the Appointment. How exactly are your calls being handled?

Find out through the appointment request percentage.

Request an appointment every time you have an inbound phone lead.

Keep in mind that you aren’t going to sell a vehicle over the phone.

Invite them to your dealership even if you don’t have the exact car yet so they can test drive similar vehicles and explore different features.

#3 Set the Firm Appointment. It’s way better than a soft appointment.

Have the customer commit to “Wednesday at 3:30pm” rather than “Sometime this week.”

You won’t sell a car if the customer doesn’t show up to see it.

Increasing the number of calls does not correlate to an increase in appointments.

You have to make them!

#4 Outbound Live Conversation. It’s about quality, not quantity.

Shift your focus to live conversation percentages on outbound calls.

If your agent is making 300 outbound calls, but only connects with three people, that shows that they are not using the phone correctly.

Have your agents avoid calling the same number multiple times, and make sure they’re calling the client at good times during the day.

Download Automotive Phone Scripts for your sales team.