Your close ratio is one of the best metrics you have when it comes to evaluating the effectiveness of your sales force. But can you trust that your closing ratio is accurate?

If your salespeople aren’t logging every customer they talk to, you’re not getting the whole picture, and your closing ratio is much lower than your prospect log shows.

Using your POWER system can help you get all prospects logged, revealing your true closing ratio.

Make Sure Everyone Gets Logged
Using Sales Prospect Control (SPC) or Customer Relationship Management (CRM), you can easily track each salesperson to see who is logging everyone and who is not.

Step 1: In SPC, select “Display/Instant Traffic Reports.”
Step 2: Select “Team Leader” format or “Salesman” format if you do not have team leaders entered in your salesman records.
Step 3: Click the “Last 7 Days” option.
Step 4: Confirm that your “Type of UP” selections are complete.
Step 5: Press F12 to generate the report.



In a normal week, you’d likely have an expected number of leads each salesperson should log. Let’s say it’s 14 prospects or more per 7 day period. If you see less than 14 prospects logged per salesperson, it’s time to talk to them and find out why. Inspect what you expect.

Make Sure Everyone Gets Contacted
How many of your unsold prospects are receiving a follow-up call? 5%? 10%? 20%? Using Telephone Cost Control (TCC), you can look at the contact history for all prospects in your system and see how many of them are actually being called.

Step 1: In SPC, access TCC by selecting “Display/Instant Traffic Reports.”
Step 2: Select “Prospect” format.
Step 3: Click the “Last 7 Days” option.
Step 4: Press F12 to generate the report.



On the far right side of the report, you can view the days since the last call, total time in minutes, and number of calls made.

We have seen dealerships actively calling 90% of the unsold prospects by tracking their numbers this way and managing their processes.

Start Improving
Now that you know your real close ratio and see how well your salespeople follow up with unsold prospects, you can get back to what you do best – coaching your staff to improve their performance.