What this checklist covers
The EV Sales Consultant Readiness Checklist is a 15-point scorecard for EV product knowledge, range explanation, charging options, ownership cost, government incentives, and customer objection handling. Each criterion is scored from 1 to 5 on what the auditor sees on the day, and every gap goes into an action plan with an owner and a close date.
AutoSmart tip: EV sales consultant readiness audits should include a live knowledge check: present the consultant with a specific customer scenario (‘I drive 180km a day, live in an apartment, and mostly motorway’) and ask them to walk through the recommendation. A consultant who can only recite WLTP range and charging levels generically, without adapting to the customer’s actual usage profile, is not ready to convert an EV-curious customer.
The checks
Tap Yes, No or Maybe to try it: your answers stay in this page and clear when you refresh. For a detailed walkthrough, download our PDF or book a demo.
EV product knowledge and range
- Can the sales consultant accurately describe the EV model's battery capacity, WLTP range, and real-world range factors — without quoting only the best-case WLTP figure to the customer?
- Can the consultant explain how weather, speed, climate control, and payload affect real-world range for this specific model, supported by realistic examples relevant to the customer's likely usage?
- Is the consultant able to explain the different powertrain configurations available (single motor RWD, dual motor AWD, performance variants) and how each affects range, acceleration, and suitability?
- Can the consultant demonstrate use of the vehicle's range estimation feature or connected app to plan a journey with a charging stop, live in the vehicle?
Charging options and ownership cost
- Can the consultant accurately explain the three levels of EV charging — AC home charging, public AC charging, and DC fast charging — including typical power levels, charging times, and use-case fit for this customer?
- Does the consultant proactively discuss home charger installation with the customer — explaining the process, cost, available installer networks, and the benefit of smart charging tariffs?
- Can the consultant calculate a realistic total cost of ownership comparison for the EV versus an equivalent combustion vehicle, using the customer's stated mileage and energy tariff?
- Is the consultant aware of the public charging network options relevant to this customer's region — including key network operators, app requirements, and typical cost per kWh?
Government incentives and competitor comparison
- Is the consultant current on applicable government incentives (purchase grants, tax benefits, registration exemptions, congestion charge exemptions) for EV buyers in the customer's market?
- Can the consultant accurately compare the EV model's key metrics (range, charge speed, boot space, towing capacity) against the two or three most commonly considered competitor models?
- Is incentive information communicated accurately — not overstated — with customers directed to official government or OEM sources for confirmation rather than relying solely on the consultant's verbal summary?
Objection handling and governance
- Has the consultant been trained on the most common EV customer objections — range anxiety, home charging feasibility, battery longevity, resale value, charging network reliability — with a structured response for each?
- Does the consultant handle EV objections with data and demonstration rather than dismissal — using real customer testimonials, charging network maps, or a live charge time calculator where available?
- Is EV sales consultant knowledge assessed at a defined interval — including a live scenario check — not only at the point of initial EV training completion?
- Is EV product knowledge updated for the consultant when new models, new software features, or updated government incentives are introduced — not left to the consultant to discover independently?
How to run it
How the scoring works
Before the visit, fill in the dealer or centre, the auditor, the date and the audit cycle. Then score each of the 15 checks from 1 to 5 on what you see on the day, not on what the site aims for, and add them up out of 75.
- 1Not in place
- 2Attempted
- 3Defined
- 4Managed
- 5Fully sustained
- Green60–75 · 80–100%Compliant. Keep the standard.
- Amber38–59 · 50–79%Improvement needed: a structured action plan within 30 days.
- Red0–37 · Below 50%Priority intervention, escalated to regional management.
Then close every gap
Each gap goes into the action plan tracker and moves through four stages until the auditor closes it.
- 1PendingOwner and close date set
- 2In progressWork under way, evidence gathered
- 3CompletedEvidence submitted for review
- 4ApprovedVerified and closed by the auditor
