{"id":1613,"date":"2014-11-12T09:31:13","date_gmt":"2014-11-12T09:31:13","guid":{"rendered":"https:\/\/automotivestars.com.au\/how-to-increase-your-gross-copy\/"},"modified":"2023-02-02T12:23:16","modified_gmt":"2023-02-02T01:23:16","slug":"automotive-sales-benchmarks","status":"publish","type":"post","link":"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/","title":{"rendered":"Automotive Sales Benchmarks"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"background-color: rgba(255,255,255,0);background-position: center center;background-repeat: no-repeat;border-width: 0px 0px 0px 0px;border-color:hsla(var(--awb-color5-h),var(--awb-color5-s),var(--awb-color5-l),calc( var(--awb-color5-a) - 97% ));border-style:solid;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_4_5 4_5 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><style type=\"text\/css\">@media only screen and (max-width:1024px) {.fusion-title.fusion-title-1{margin-top:10px!important; margin-right:0px!important;margin-bottom:15px!important;margin-left:0px!important;}}@media only screen and (max-width:640px) {.fusion-title.fusion-title-1{margin-top:10px!important; margin-right:0px!important;margin-bottom:10px!important; margin-left:0px!important;}}<\/style><div class=\"fusion-title title fusion-title-1 fusion-sep-none fusion-title-text fusion-title-size-four\" style=\"margin-top:10px;margin-right:0px;margin-bottom:15px;margin-left:0px;\"><h4 class=\"title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:28;line-height:var(--awb-typography1-line-height);\"><h1 style=\"text-align: center;\">Automotive Sales Benchmarks<\/h1><\/h4><\/div><div class=\"fusion-text fusion-text-1\" style=\"font-size:17px;color:#212934;font-family:&quot;Assistant&quot;;font-weight:400;margin-top:15px;\"><p>Today I want to quickly share with you something that frustrates the hell out of me and is probably costing you deals. It\u2019s been said that you <strong>can\u2019t improve what you don\u2019t measure<\/strong>. A statement that I believe is very true. Whether that\u2019s in Tennis, Football, Formula one racing or Sales.<\/p>\n<\/div><div class=\"fusion-video fusion-selfhosted-video\" style=\"max-width:100%;\"><div class=\"video-wrapper\"><video playsinline=\"true\" width=\"100%\" style=\"object-fit: cover;\" loop=\"true\" poster=\"https:\/\/automotivestars.com.au\/wp-content\/uploads\/2022\/11\/fbd9aa2f070ee896fb54995e609bb739ec756d2e.webp\" preload=\"metadata\" controls=\"1\"><source src=\"https:\/\/embed-ssl.wistia.com\/deliveries\/5fe7009bce37cd79b0aa8c9cf515823b129ce1df\/file.mp4\" type=\"video\/mp4\">Sorry, your browser doesn&#039;t support embedded videos.<\/video><\/div><\/div><div class=\"fusion-text fusion-text-2\" style=\"font-size:17px;color:#212934;font-family:&quot;Assistant&quot;;font-weight:400;margin-top:15px;\"><h2><strong>You\u2019ve got to know what the score is and the breakdown of the score to know how to improve things.<\/strong><\/h2>\n<p>However, so many times over the years if your numbers aren\u2019t where they need to be, either a sales manager or a salesperson is purely guessing on what needs to be improved.<\/p>\n<h3><strong>Guessing! Would you run your business like that?<\/strong><\/h3>\n<p>What do I mean by guessing? Managers think a specific person needs help with closing or the meet and greet; without having the facts.<\/p>\n<p>For a specific example, just a few days ago an old friend of mine called Dave calls my mobile phone.<\/p>\n<p>Dave has gotten back into the industry recently and after selling 14 and 15 cars a few months ago, in the last couple of months he\u2019s only sold 7 each month.<\/p>\n<p>After receiving a written warning, Dave calls me asking for help, as he\u2019s worried about losing his job.<\/p>\n<p>One of the first questions I asked Dave and I would any sales person that wanted my help; is for him to tell me his stats. I.e. The breakdown of what\u2019s actually happening with his Walk-Ins and phone enquiries. With his Walk-ins \u2013<\/p>\n<h3><strong>I want to know how many of the following Dave has had \u2013 Walk-Ins, Test Drives, Appraisals, Write-Ups and Cars Sold<\/strong><\/h3>\n<p>Dave, like a lot of other people in the industry, didn\u2019t know his stats but proceeded to tell me that he just needs to see more people and the <a href=\"http:\/\/www.automotivestars.com.au\/subscribe\/\">top salesperson sells 20 cars a month<\/a> but is getting all the gimmies from his manager.<\/p>\n<h3><strong>Do you know know how many times I hear stories like this and other things that your salespeople would never tell you or their manager?<\/strong><\/h3>\n<p>Aside from working on getting their head right, how can you improve individual sales if you don\u2019t know the facts?<\/p>\n<h3><strong>If you don\u2019t have them, it makes it much, much more difficult.<\/strong><\/h3>\n<p>I have a great example of how knowing the score can help your sales team. Last month I sat with a salesperson called Mark. Mark has made the transition from Used Cars to New in the same dealership.<\/p>\n<p>In used cars, <strong>Mark excelled<\/strong> and was asked to move over to new to be the 2ic.<\/p>\n<p>Over the next few months, Mark really struggled with his sales and was pretty head-nicked.<\/p>\n<p>As Mark works for a <strong>client of mine, they had all the stats that I wanted to see<\/strong> and even though he had similar excuses to Dave in that he thought the top salesperson was getting all the house deals etc.<\/p>\n<p>After looking at the previous 3 months&#8217; data I was able to show Mark that in fact, his closing rate was better than the top sales persons. <a href=\"https:\/\/automotivestars.com.au\/testimonials\/\">Mark had an excellent ratio from test drives to selling the car<\/a>. He simply needed to get more bums on seats and before I shared this information, he didn\u2019t know that.<\/p>\n<p>Maybe some of your guys need to focus on getting more people written up. It\u2019s different for different people. However, you\u2019ve got to know your stats and secondly, you have to use them.<\/p>\n<p>It\u2019s so frustrating to see that you go through all the trouble of compiling as accurately as possible information and then don\u2019t use it.<\/p>\n<h3><strong>It\u2019s insane!<\/strong><\/h3>\n<p>I often say \u2013 Show me salesperson stats for the month and I\u2019ll show you a snapshot. Everyone can have a good or a bad month.<\/p>\n<h2><strong>However, show me 3 months of their stats and I\u2019ll show you a pattern.<\/strong><\/h2>\n<p>At <a href=\"https:\/\/automotivestars.com.au\/about-us\/\">Automotive Stars<\/a> we\u2019ve got automotive sales benchmarks and spreadsheets, where your guys <strong>simply add their data into it and the spreadsheet will work out all the percentages for you, so you know your numbers<\/strong>.<\/p>\n<p>It would be great if you could just tell them to keep accurate records and they just did it.<\/p>\n<p>What I\u2019ve discovered is that most salespeople and managers really need to understand the true benefits behind it. Be coached on their specific data and know that it\u2019s used as a <a href=\"https:\/\/automotivestars.com.au\/faq\/\">performance improvement tool<\/a> not for punishment.<\/p>\n<p>If you measure and use your stats properly, there are a couple of extra deals in it for each salesperson and it\u2019s so worth doing well.<\/p>\n<p>I\u2019m <strong>Adrian Law<\/strong> from <a href=\"https:\/\/automotivestars.com.au\">Automotive Stars.com.au<\/a> Please like us and share on Facebook, Linked in etc and we\u2019ll see you soon!<\/p>\n<\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-0{width:80% !important;margin-top : 0px;margin-bottom : 20px;}.fusion-builder-column-0 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 2.4%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 2.4%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-0{width:80% !important;order : 0;}.fusion-builder-column-0 > .fusion-column-wrapper {margin-right : 2.4%;margin-left : 2.4%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-0{width:100% !important;order : 0;}.fusion-builder-column-0 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-flex-container.fusion-builder-row-1{ padding-top : 0px;margin-top : 0px;padding-right : 0px;padding-bottom : 0px;margin-bottom : 0px;padding-left : 0px;}@media only screen and (max-width:640px) {.fusion-body .fusion-flex-container.fusion-builder-row-1{ padding-right : 0px;margin-bottom : -50px;padding-left : 0px;}}<\/style><\/div>\n","protected":false},"excerpt":{"rendered":"<p>You will discover a big frustration of mine that is probably costing you deals and the very best tool for improving your sales team&#8217;s performance&#8230;<\/p>\n","protected":false},"author":1,"featured_media":2046,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Automotive Sales Benchmarks<\/title>\n<meta name=\"description\" content=\"You will discover a big frustration of mine that is probably costing you deals + The very best tool for improving your sales team&#039;s performance and how it integrates with the automotive sales benchmarks.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Automotive Sales Benchmarks\" \/>\n<meta property=\"og:description\" content=\"You will discover a big frustration of mine that is probably costing you deals + The very best tool for improving your sales team&#039;s performance and how it integrates with the automotive sales benchmarks.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/\" \/>\n<meta property=\"og:site_name\" content=\"Car Sales Training - Automotive Sales Techniques | The Automotive Stars Academy (ASA)\" \/>\n<meta property=\"article:published_time\" content=\"2014-11-12T09:31:13+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-02-02T01:23:16+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/automotivestars.com.au\/wp-content\/uploads\/2022\/11\/DSC3869_photoshopped-1-1-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1707\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"rajnisingla1417\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"rajnisingla1417\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/\",\"url\":\"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/\",\"name\":\"Automotive Sales Benchmarks\",\"isPartOf\":{\"@id\":\"https:\/\/automotivestars.com.au\/#website\"},\"datePublished\":\"2014-11-12T09:31:13+00:00\",\"dateModified\":\"2023-02-02T01:23:16+00:00\",\"author\":{\"@id\":\"https:\/\/automotivestars.com.au\/#\/schema\/person\/7f85bfc2904ab09617b73754d6ef5de6\"},\"description\":\"You will discover a big frustration of mine that is probably costing you deals + The very best tool for improving your sales team's performance and how it integrates with the automotive sales benchmarks.\",\"breadcrumb\":{\"@id\":\"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/automotivestars.com.au\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Automotive Sales Benchmarks\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/automotivestars.com.au\/#website\",\"url\":\"https:\/\/automotivestars.com.au\/\",\"name\":\"Car Sales Training - Automotive Sales Techniques | The Automotive Stars Academy (ASA)\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/automotivestars.com.au\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/automotivestars.com.au\/#\/schema\/person\/7f85bfc2904ab09617b73754d6ef5de6\",\"name\":\"rajnisingla1417\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/automotivestars.com.au\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/16087fd43a1f5ae5302eda639321108d?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/16087fd43a1f5ae5302eda639321108d?s=96&d=mm&r=g\",\"caption\":\"rajnisingla1417\"},\"sameAs\":[\"https:\/\/automotivestars.com.au\"],\"url\":\"https:\/\/automotivestars.com.au\/author\/rajnisingla1417\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Automotive Sales Benchmarks","description":"You will discover a big frustration of mine that is probably costing you deals + The very best tool for improving your sales team's performance and how it integrates with the automotive sales benchmarks.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/","og_locale":"en_US","og_type":"article","og_title":"Automotive Sales Benchmarks","og_description":"You will discover a big frustration of mine that is probably costing you deals + The very best tool for improving your sales team's performance and how it integrates with the automotive sales benchmarks.","og_url":"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/","og_site_name":"Car Sales Training - Automotive Sales Techniques | The Automotive Stars Academy (ASA)","article_published_time":"2014-11-12T09:31:13+00:00","article_modified_time":"2023-02-02T01:23:16+00:00","og_image":[{"width":2560,"height":1707,"url":"https:\/\/automotivestars.com.au\/wp-content\/uploads\/2022\/11\/DSC3869_photoshopped-1-1-scaled.jpg","type":"image\/jpeg"}],"author":"rajnisingla1417","twitter_card":"summary_large_image","twitter_misc":{"Written by":"rajnisingla1417","Est. reading time":"5 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/","url":"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/","name":"Automotive Sales Benchmarks","isPartOf":{"@id":"https:\/\/automotivestars.com.au\/#website"},"datePublished":"2014-11-12T09:31:13+00:00","dateModified":"2023-02-02T01:23:16+00:00","author":{"@id":"https:\/\/automotivestars.com.au\/#\/schema\/person\/7f85bfc2904ab09617b73754d6ef5de6"},"description":"You will discover a big frustration of mine that is probably costing you deals + The very best tool for improving your sales team's performance and how it integrates with the automotive sales benchmarks.","breadcrumb":{"@id":"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/automotivestars.com.au\/automotive-sales-benchmarks\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/automotivestars.com.au\/"},{"@type":"ListItem","position":2,"name":"Automotive Sales Benchmarks"}]},{"@type":"WebSite","@id":"https:\/\/automotivestars.com.au\/#website","url":"https:\/\/automotivestars.com.au\/","name":"Car Sales Training - Automotive Sales Techniques | The Automotive Stars Academy (ASA)","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/automotivestars.com.au\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/automotivestars.com.au\/#\/schema\/person\/7f85bfc2904ab09617b73754d6ef5de6","name":"rajnisingla1417","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/automotivestars.com.au\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/16087fd43a1f5ae5302eda639321108d?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/16087fd43a1f5ae5302eda639321108d?s=96&d=mm&r=g","caption":"rajnisingla1417"},"sameAs":["https:\/\/automotivestars.com.au"],"url":"https:\/\/automotivestars.com.au\/author\/rajnisingla1417\/"}]}},"_links":{"self":[{"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/posts\/1613"}],"collection":[{"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/comments?post=1613"}],"version-history":[{"count":17,"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/posts\/1613\/revisions"}],"predecessor-version":[{"id":2457,"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/posts\/1613\/revisions\/2457"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/media\/2046"}],"wp:attachment":[{"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/media?parent=1613"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/categories?post=1613"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/automotivestars.com.au\/wp-json\/wp\/v2\/tags?post=1613"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}