Activity Breeds Productivity in Automotive Sales

What are you going to do today that will lead to more sales? If you have a list of business-building activities to complete, wonderful! If you do not, let me show you one that has worked for others for many years.

Early in my sales career, I identified activities I could do during non-client times that would eventually lead to productivity. I would try to get as many of those activities worked into each day as possible. So, even when business was slow and I didn’t have anyone to talk with that day, I had other things to do that would bring me people to talk with.

Eventually, I put these activities on a chart so I could track my efforts and be able to predict my future success. I would give each of these activities a point value and set a goal to achieve a certain number of points per day. I quickly saw the difference in my success levels when I achieved 50 points in a day versus when I achieved 100.

Here is a list of activities you could and should be doing to build your business to the success level of your dreams:

  1. Identify new potential clients
    Think of the various groups of people you know. In each group, there is likely to be at least one or two people who would have an interest or need for a new vehicle.
  2. Make calls to potential clients
    Prepare a short message about new vehicles or services that would entice someone to want to experience them or to learn more. If you reach them in person, close for a time to get together. If you reach a voice messaging system, leave your message, but end with when and how they can best reach you. If you do not hear back from them within 48 hours, try again at a different time of the day.
  3. Contact existing clients for follow up
    Commit to a regularly-scheduled follow up call or email with every client. Your goals are to be certain they are still satisfied with the vehicle; to determine if they need service; and to ask who they’ve talked with about their vehicle. If they’re telling others about their positive experiences, these clients should be asked to provide you with referrals.
  4. Schedule presentations or meetings
    Getting commitments for demonstrations is an extremely valuable activity. Be certain to send out a confirmation of the details immediately and to reconfirm everything early on the day of the meeting.
  5. Distribute product information
    Carry information with you everywhere. Always be ready to leave something in the hands of someone new. Always ask for their business card or contact information and follow up immediately with a note of appreciation for their time.
  6. Prepare for your next presentation
    You can’t be over-prepared to give a demonstration on your vehicles. If you have nothing else to do, practice! Have a friend or associate watch you and offer suggestions for improvement—whether it’s in what you say or in your body movements.
  7. Give presentations
    This is the most fun part our days. We all love the opportunity to show our vehicles to new potential clients. Unfortunately, we don’t get too many opportunities to do this if we haven’t been busy with all the other activities listed above.
  8. Close new clients
    For this activity, you might give yourself a money value as points. As your selling skills improve, so should the amount of money you earn.
  9. Referrals received
    Give yourself a point for every referred lead you acquire each and every day. Referrals are like gold—but only when you do something with them.
  10. Thank you notes sent
    Develop a habit of sending thank you notes to everyone you meet and talk with on a daily basis. I used to set a goal for sending 10 each day. That meant I needed to get out in the world physically or on the phone and talk with 10 people each day. I would thank past clients for their patronage. I would thank potential clients for sharing their time with me. I would send thank you notes to anyone who provided me service. They appreciated it and would often tell others about me—generating interest and leads.
  11. Attend business functions or sales meetings
    If you are with a strong company that is dedicated to growth in your industry and your geographic area, attend every meeting you possibly can. They may all begin to sound the same after awhile but if you listen well, you will soon find yourself with new ideas for success.

By making a game or challenge out of completing activities, I soon found myself becoming much more productive in business. If you would like to see a sample of the Daily Activity Graph I have used for my own productivity, visit

Copyright Tom Hopkins International, Inc. For reprint permission, contact Judy Slack (



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  1. When I was a real estate agent, I received most of my leads for clients by referral. Start asking your friends and relatives who they have had a good experience with in the real estate field in your local area.