Last year we introduced Closed – Lost Reasons which allowed Salespeople to add a reason when closing leads for why they believe the lead was lost. The list of possible reasons includes;
Note these are uniform reasons and cannot be customised to individual dealerships.
This information can be invaluable when trying to improve the overall conversion ratios, as well as for individual sales people focussing on working on their sales game. Although this method relies on salespeople entering accurate information, if used correctly it does reveal important insights and if the recurring issues can be addressed it will have a measurable impact on bottom line.
Previously users were required to drill down into individual leads in order to view the reason the lead was closed. We’ve now made it much easier with the new Closed Lost Report just released.
The Closed Lost Report outlines the various reasons that users have selected when closing leads as lost. These are displayed in a pie graph so it’s really easy to see the recurring themes. If we look at the graph above it shows that almost half of all lost leads are closed because they ‘Purchased Elsewhere’ or ‘Delayed Purchase Decision’. In the case of ‘Delayed Purchase Decision’ these could be worth following up in a few months to see if the customer is now ready to buy. To do so you can click on REFINE SEARCH and hit the EXPORT REPORT button. This will allow you to download a report that outlines all of the Closed Lost leads for the period so you can isolate the ones closed with the reason ‘Delayed Purchase Decision’.
Below the graph you will find a table detailing by sales person the reasons they closed leads. This gives managers a quick understanding of how their team is handling leads, and enables them to identify potential areas for additional training.
The Closed Lost Report is available via the Select Report screen in the Reporting section of the Sales Pipeline in iOS, and Reporting.autoplay.co.nz. If you see value in this report and believe you will use it often, we can add it as a shortcut on the Reporting Dashboard. Remember that reporting runs best when there is no more than 6 graphs on your Dashboard so let us know which ones you want to include at firstname.lastname@example.org and we’ll set this up.
AutoPlay Sales Pipeline is a pre-sales lead management tool designed for dealerships, dealer groups and automakers