By tracking steps within the sales process, potential areas of improvement are more accurately diagnosed. Tracking Monthly Sales Activities can also provide a goal setting and forecasting tool.
We noticed you viewed the new Sales Deptartment Quick Takes session called "Performance Tracking." Can you tell us a little bit about this?
Sure, I really like the Quick Takes Videos because they are very practical for our fast-paced dealership. Each session is less than four minutes, and I can view them in between walk-in customers. In this session in particular, I learned that it is hard to improve on something that you are not tracking. Professionals in business and sports track everything they do to identify the greatest return on their investment.
So what exactly are you supposed to be tracking with each of your sales customers?
Track the key steps within the sales process which lead to the sale. By tracking greets, presentations, write ups and closes, you can determine an accurate closing ratio. You can also track the number of sold units and the gross profit per unit. This will allow me to accurately forecast and set realistic goals.
What is the advantage of tracking the specific steps of the sale?
This will let me identify the progress I make with each customer and see where I have room for improvement. For example, if my closing ratio doubles when I make it to the write up step, but I’m struggling to get write ups, I can identify that this specific step is the area that I need to practice on.