2017 sales effectiveness report - automotive edition

The Sales Effectiveness Report – Auto Edition is here!

We’re very happy to announce the 2017 Sales Effectiveness Report – Automotive Edition is here!

For three years in a row, Conversica has been conducting a study on the state of lead follow-up by U.S. companies. And for the first time since we started this study, we’re taking a closer look at how Auto Sales and Auto Service departments follow up on their internet leads.

Some of our findings may surprise you:

 

Finding #1: The auto industry rocks!

The automotive industry outperforms all other industries on our metrics of sales effectiveness, which we call the 4 Ps:

  • Promptness: How quickly does a company follow up on an inquiry with a personalized response?
  • Personalization: To what extent is the response personalized? Does the response provide an opportunity to keep the dialogue going?
  • Persistence: How many attempts did the company make to follow up with the lead?
  • Performance: What was the email deliverability (likelihood of the email landing in the lead’s inbox and not the spam folder)?

In fact, the auto industry as a whole is getting better at lead follow-up each year. In 2017, only 12% of internet leads remained untouched — a 37% improvement over the previous year.

Untouched Leads in Auto Industry

 Finding #2: Auto Sales outperforms Auto Service

Here’s what we found when we drilled down a little deeper within the auto industry: only 7% of Auto Sales left their leads untouched, while a whopping 20% of Auto Service departments failed to respond to our inquiries.

Lead follow-up response auto

In general, Auto Sales performed exceptionally well, with almost 30% achieving an overall A grade. Telecom came in second, with 8% of those companies receiving an A grade. Auto Service came in third, with 6% of Auto Service departments scoring an A. What this means is that while the auto industry has done well relative to non-automotive industries, there is still significant room for improvement.

Want to learn how your auto dealership can improve the lead follow-up process? Download a free copy of the 2017 Sales Effectiveness Report – Auto Edition, here.

Related Posts

Please Post Your Comments

Your email address will not be published. All fields are required.

 

Recent Tweets

twitter

Conversica

@OloriSupergal @insidertrends, thanks for recent engagements in the last week, happy to have you in my community as… https://t.co/XR7aZiWHtY

4 hours ago
twitter

Conversica

RT @appexchange: Learn how @lafilmschool generates over 620K leads with @MyConversica. Get the app: https://t.co/ezRk0Fuuv1 https://t.co/nl

3 hours ago
twitter

Conversica

Check out how @Microsoft is using #AI to boost #sales. Join our webinar on June 26th at 11am PT/2pm ET to learn mor… https://t.co/istFshyWzA

13 mins ago
twitter

Conversica

RT @DeepLearn007: The AI Tech Dominating In 2018 #AI #MachineLearning #DeepLearning #BigData #Fintech #Insurtech #Marketing #Datascience #M

3 hours ago
twitter

Conversica

Looking to get a better understanding of how your company can use #AI tools to increase leads and sales? @DG_Report… https://t.co/pHqWSwQMXr

3 hours ago