Resources / Glossary / Follow-up and workflows
Sold rate
The share of a defined group that ended in a delivered vehicle, such as appointments shown or leads from one source.
Sold rate is a conversion measure whose meaning depends entirely on the group in the denominator. Sold from shown appointments, sold from a lead source, sold from a rep’s opportunities and sold from a follow-up campaign are four different numbers, and a store reporting one figure called sold rate is usually blending several of them.
Timing matters too. A customer who inquired in March and bought in June belongs somewhere, and whether they count in March or June changes the picture for both months. Pick a rule for both questions and leave it alone for a year.
Why it matters for a sales manager
Sold rate is where phone and appointment work finally has to prove itself. Rising set and show numbers that never reach deliveries usually mean the appointments got easier rather than better, or that the handoff to the floor is losing people. Both are fixable, but only if the sold number is calculated the same way every month.