I’m a big fan of AFL football and more specifically the Essendon Bombers! I love it that much that during and after the games, I love to look right through the team stats and drill down into each player to see how they have gone in that match.

The cool thing for someone that loves stats, is they measure absolutely everything! From disposals, marks, inside 50’s, to “clangers” and 1 percenters (whatever that is!).

It goes to show that you can only improve the things you measure!

In the car sales game, most of us focus on one number every month, and that is the total number of sales.

But that’s where we have got it wrong! 

If I was your Dealer Principal or Sales Manager, it wouldn’t be fair of me to reprimand you for not selling enough cars if you hadn’t had any enquiry all month would it? 

Especially if I didn’t have any expectation or wasn’t coaching you how to prospect.

The reality is the most important number you need to know in car sales is actually your CLOSING RATIO!

That is your number of sales from the enquiry your receive. 

It’s a bit like an AFL player that gets ranked on their disposal efficiency. Look anyone can kick a ball lots of times, but do they kick it efficiently that goes to a member of their team or do they seem to be playing more for the other team than for yours.

The average closing ratio with salespeople in Australia in 2015 is around 20% or 1 in 5, with the top sales consultants up to 50% or 1 in 2. 

If you know this number every week, every month, you can look at it to say “what am i doing right” and “where can I improve”. If you are at 16% this month, but you were at 30% last month, is there something you were doing, something you were saying, or do you just have a different attitude this month to last?

My challenge for you today is that go and find out your closing ratio and start measuring it every month consistently…

I’ve attached my FREE Closing Ratio Tools with a Basic & Advanced Tool depending on your wants.

Click at the links below: