Metrics
Closing Ratio
Closing ratio is the percentage of customers a salesperson sells out of total customers worked, and it is the cleanest measure of individual sales skill.
What it means on the floor
Industry average closing ratio is 18–22% of fresh ups. Top performers run 30–40%+. A 5-point improvement in closing ratio at most stores is worth more than any marketing spend, which is why DealerSpark's ROI calculator uses a conservative 15% improvement assumption.
Related terms
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