Do Your Staff Know the Key Numbers and Conversion Ratios Required to Hit Targets Each Month?

In the fast-paced world of automotive sales and service, performance is everything. Yet too often, teams are left chasing targets without a clear understanding of the numbers that drive success. At Total Selling Solutions, we believe that when your staff understand their conversion ratios, performance becomes predictable, measurable, and scalable.

Why Conversion Ratios Matter

Conversion ratios are the heartbeat of any sales operation. They tell you how many prospects need to be engaged to achieve a specific outcome, whether that’s a sale, a service booking, or a follow-up appointment.

For example, if your team closes 1 in 4 prospects and the monthly target is 20 units, they need to be speaking with 80 qualified leads. It’s simple maths, but the impact is profound.

When these ratios are understood and tracked, they become powerful tools for forecasting, coaching, and motivating your team. They turn guesswork into strategy.

From Guesswork to Goal-Setting

Let’s break it down:

• Monthly Target: 20 units

• Conversion Ratio: 1 in 4

• Required Prospects: 80 per month

• Weekly Activity: 20 prospects per week

This clarity allows managers to set realistic expectations and helps salespeople understand exactly what’s required to succeed. It also makes performance reviews more objective and constructive.

Transparency Builds Accountability

When your team knows their numbers, they can own their performance. Transparency around conversion ratios and activity targets fosters a culture of accountability. Everyone knows where they stand, what’s expected, and how to get there.

At TSS, we’ve seen firsthand how this approach transforms dealership culture. Salespeople become more engaged, managers more strategic, and results more consistent.

Tracking the Right Activity

Not all activity is created equal. It’s not just about how many calls are made or emails sent, it’s about the quality of those interactions. That’s why StreamSpeak measures over 4 million calls annually, providing auto-specific insights that help teams focus on what really moves the needle.

By tracking key metrics like contact-to-appointment ratios, appointment-to-show ratios, and show-to-sale ratios, dealerships can pinpoint where performance is breaking down and apply targeted training to fix it.

Training That Drives Results

Understanding conversion ratios is just the beginning. To truly unlock performance, teams need training that’s modern, measurable, and digestible. That’s where our Training Courses come in.

Whether it’s monthly onsite sessions, online modules, or leadership coaching, our programmes are designed to elevate every member of your team. We tailor content to your dealership’s specific needs, ensuring relevance and impact.

And with TSS TV, your team can access bite-sized training videos anytime, anywhere, keeping skills sharp and motivation high.

Structure Creates Success

Sales is a numbers game, but it’s also a systems game. Without structure, even the most talented teams can flounder. That’s why we advocate for clear processes around goal-setting, activity tracking, and performance reviews.

Here’s what that structure might look like:

1. Weekly Planning: Set activity targets based on conversion ratios.

2. Daily Check-ins: Monitor progress and adjust as needed.

3. Monthly Reviews: Analyse outcomes and refine strategies.

4. Ongoing Training: Address gaps and reinforce strengths.

This rhythm creates consistency, and consistency drives results.

Motivation Through Measurable Progress

When salespeople can see the direct link between their effort and their outcomes, motivation skyrockets. Conversion ratios provide that link. They show that every call, every appointment, every follow-up matters.

And when progress is tracked and celebrated, teams stay engaged. Recognition becomes data-driven, and success becomes contagious.

Avoiding Common Pitfalls

Many dealerships struggle because they:

• Set vague targets

• Fail to track activity

• Don’t communicate expectations clearly

• Rely on outdated training methods

At TSS, we help dealerships overcome these challenges with systems that are proven, practical, and easy to implement. Our Contact Team is always ready to help you build a plan that works.

The TSS Advantage

Since 2006, Total Selling Solutions has partnered with over 200 dealers and 725 departments nationwide. We’ve helped teams unlock their potential through evidence-based training, advanced technologies, and a commitment to long-term success.

Our approach is simple: bridge the gap between potential and performance and it starts with understanding your conversion ratios.

Know Your Numbers, Grow Your Results

Conversion ratios aren’t just metrics, they’re the key to predictable performance. When your team understands them, tracks them, and uses them to guide their activity, success becomes inevitable.

Don’t leave it to chance. Communicate clearly, track consistently, and train effectively. With the right structure and support, your dealership can achieve more than you thought possible.