Automotive Sales Team Performance Tracking Checklist
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This Template was installed 2 times.
Lead Generation & Qualification
Tracking the source and quality of leads entering the sales funnel.
Total Leads Generated
Lead Source (Primary)
Website Traffic (Unique Visitors)
Lead Source (Secondary - Select All That Apply)
Lead Status (Initial)
Initial Lead Notes
Prospect Engagement
Monitoring contact frequency, methods, and responsiveness with prospects.
Number of Initial Contacts (Calls/Emails/Texts)
Date of Last Contact
Time of Last Contact
Contact Method Used
Notes on Prospect Interaction
Follow-Up Appointments Scheduled
Prospect Engagement Level
Test Drive Completion
Measuring the number of test drives scheduled and completed.
Number of Test Drives Scheduled
Number of Test Drives Completed
Test Drive Completion Rate (%)
Reason for Missed Test Drive (if applicable)
Details/Notes about Test Drive Experience (if 'Other' selected above)
Scheduled Test Drive Date
Scheduled Test Drive Time
Presentation & Demonstration
Evaluating the thoroughness and effectiveness of vehicle presentations.
Presentation Opening Summary
Key Features Highlighted (count)
Customer Needs Addressed (Select all that apply)
Test Drive Request (Yes/No - 1/0)
Customer Questions/Concerns
Overall Presentation Rating (Customer)
Presentation Date
Negotiation & Closing
Tracking negotiation strategies and closing rates.
Initial Offer Price
Final Agreed Price
Down Payment Amount
Trade-in Value (if applicable)
Negotiation Strategy Used
Summary of Negotiation Notes
Closing Method Used
Finance & Insurance (F&I) Process
Monitoring F&I product offerings and sales success.
Finance Application Submission Rate
Average F&I Product Penetration Rate
Average F&I Profit Per Contract
Primary Financing Source Utilized
F&I Products Offered and Sold
Notes on Customer Interactions and Concerns
Application Submission Date
Customer Follow-Up & Satisfaction
Assessing post-sale follow-up activities and customer feedback.
Initial Follow-Up Date
Follow-Up Method
Days Since Last Contact
Notes from Follow-Up Conversation
Customer Satisfaction Level
Reason for Dissatisfaction (if applicable)
What could we have done better?
Salesperson Signature
Sales Metrics & KPIs
Reviewing key performance indicators such as units sold, gross profit, and customer acquisition cost.
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
Tracking individual training progress and skill development.
Training Start Date
Training End Date
Training Module Completed
Training Hours Completed
Trainer Feedback
Areas for Improvement
Training Certificate (Optional)
Compliance & Ethical Standards
Ensuring adherence to legal and ethical sales practices.
Adherence to Truth-in-Advertising Laws?
Compliance with Fair Credit Reporting Act (FCRA)?
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)?
Supporting Documentation (e.g., Disclosures, Contracts)
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