AUTOMOTIVE SALES TEAM PERFORMANCE TRACKING CHECKLIST

Created by ChecklistGuro (https://checklistguro.com)


--- LEAD GENERATION & QUALIFICATION ---
[ ] Total Leads Generated
[ ] Lead Source (Primary) (Website, Referral, Social Media, Paid Advertising, In-Store Visit, Other)
[ ] Website Traffic (Unique Visitors)
[ ] Lead Source (Secondary - Select All That Apply) (Google Ads, Facebook Ads, Instagram Ads, Email Marketing, Partnerships)
[ ] Lead Status (Initial) (New, Contacted, Qualified, Unqualified)
[ ] Initial Lead Notes

--- PROSPECT ENGAGEMENT ---
[ ] Number of Initial Contacts (Calls/Emails/Texts)
[ ] Date of Last Contact
[ ] Time of Last Contact
[ ] Contact Method Used (Phone Call, Email, Text Message, Social Media, In-Person)
[ ] Notes on Prospect Interaction
[ ] Follow-Up Appointments Scheduled
[ ] Prospect Engagement Level (Highly Engaged, Moderately Engaged, Minimally Engaged)

--- TEST DRIVE COMPLETION ---
[ ] Number of Test Drives Scheduled
[ ] Number of Test Drives Completed
[ ] Test Drive Completion Rate (%)
[ ] Reason for Missed Test Drive (if applicable) (Prospect No-Show, Scheduling Conflict, Vehicle Unavailable, Other (Specify in Long Text))
[ ] Details/Notes about Test Drive Experience (if 'Other' selected above)
[ ] Scheduled Test Drive Date
[ ] Scheduled Test Drive Time

--- PRESENTATION & DEMONSTRATION ---
[ ] Presentation Opening Summary
[ ] Key Features Highlighted (count)
[ ] Customer Needs Addressed (Select all that apply) (Fuel Efficiency, Safety Features, Technology Integration, Cargo Space, Comfort & Convenience, Styling)
[ ] Test Drive Request (Yes/No - 1/0)
[ ] Customer Questions/Concerns
[ ] Overall Presentation Rating (Customer) (Excellent, Good, Fair, Poor)
[ ] Presentation Date

--- NEGOTIATION & CLOSING ---
[ ] Initial Offer Price
[ ] Final Agreed Price
[ ] Down Payment Amount
[ ] Trade-in Value (if applicable)
[ ] Negotiation Strategy Used (Value-Based, Competitive Pricing, Benefit Highlighting, Loss Leader)
[ ] Summary of Negotiation Notes
[ ] Closing Method Used (Assumptive Close, Summary Close, Alternative Close, Urgency Close)

--- FINANCE & INSURANCE (F&I) PROCESS ---
[ ] Finance Application Submission Rate
[ ] Average F&I Product Penetration Rate
[ ] Average F&I Profit Per Contract
[ ] Primary Financing Source Utilized (Bank A, Bank B, Captive Lender, Credit Union)
[ ] F&I Products Offered and Sold (Extended Warranty, Gap Insurance, Maintenance Contract, Tire & Wheel Protection, Paint Protection)
[ ] Notes on Customer Interactions and Concerns
[ ] Application Submission Date

--- CUSTOMER FOLLOW-UP & SATISFACTION ---
[ ] Initial Follow-Up Date
[ ] Follow-Up Method (Phone Call, Email, Text Message, In-Person Visit)
[ ] Days Since Last Contact
[ ] Notes from Follow-Up Conversation
[ ] Customer Satisfaction Level (Very Satisfied, Satisfied, Neutral, Dissatisfied, Very Dissatisfied)
[ ] Reason for Dissatisfaction (if applicable)
[ ] What could we have done better? (Faster response time, More product knowledge, Improved communication, Better pricing, More convenient service)
[ ] Salesperson Signature

--- SALES METRICS & KPIS ---
[ ] Units Sold - New
[ ] Units Sold - Used
[ ] Gross Profit per Unit
[ ] Average Deal Size
[ ] Customer Acquisition Cost (CAC)
[ ] Conversion Rate (Leads to Sales)
[ ] Reporting Date

--- TRAINING & DEVELOPMENT ---
[ ] Training Start Date
[ ] Training End Date
[ ] Training Module Completed (Product Knowledge, Sales Process, Customer Service, Negotiation Skills, Finance & Insurance, Compliance)
[ ] Training Hours Completed
[ ] Trainer Feedback
[ ] Areas for Improvement (Product Knowledge, Closing Techniques, Customer Relationship Management, Lead Generation, Presentation Skills)
[ ] Training Certificate (Optional)

--- COMPLIANCE & ETHICAL STANDARDS ---
[ ] Adherence to Truth-in-Advertising Laws? (Yes, No, N/A)
[ ] Compliance with Fair Credit Reporting Act (FCRA)? (Yes, No, N/A)
[ ] Number of Customer Complaints Received (Related to Ethical Concerns)
[ ] Date of Last Ethics Training for Sales Team
[ ] Summary of any Recent Ethical Concerns or Violations
[ ] Documentation of Disclosures Provided to Customers (e.g., Fees, APR)? (Complete & Accurate, Partially Complete, Incomplete)
[ ] Supporting Documentation (e.g., Disclosures, Contracts)

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