What this checklist covers
The Revenue Generation Checklist for Sales and Service is a 15-point scorecard for marketing execution, accessory upsell, value-added services, and post-sale follow-up. 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: Revenue generation audits are most effective when cross-referenced with actual sales data. Ask to see the accessories sales report, Body & Paint conversion log, and the post-delivery follow-up logbook during the visit. Compliance without performance data tells only half the story.
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.
Marketing and campaign awareness
- Are the frontline staff aware of the recent marketing campaigns for both sales and aftersales?
- Are all current sales marketing materials displayed in prominent areas of the showroom?
- Is there a documented process for cascading new campaign information to frontline staff, and is a record of briefings maintained?
Accessories and upsell
- Is an accessory display stand available, located in a central area for customer accessibility, and visible from the reception?
- Is an accessory promotion brochure available for customers, either in handout or digital format?
- Are service advisors trained to recommend and upsell accessories at the point of vehicle handover or service completion?
- Is accessories sales performance tracked per service advisor or per period, and reviewed in team meetings?
Insurance and value-added services
- Is there a facility available at the service center to renew insurance policies for customers?
- Are customers proactively informed about insurance renewal at the time of service booking or vehicle drop-off?
Body and paint
- Are Body & Paint services (such as smart repair, paintless dent removal, polishing, etc.) actively promoted and sold through service centers?
- Is there an incentive system in place for Service Advisors to promote and sell Body & Paint services?
- Is Body & Paint conversion tracked — i.e., are the number of estimates given versus jobs won recorded and reviewed periodically? POST-SALE FOLLOW-UP & CRM
- Is a daily logbook available for the salesperson (digitally, printed, or photographed) to track post-sales follow-up on a daily basis?
- Is the newly delivered vehicle details information shared with the service manager on a weekly basis?
- Is there a defined follow-up schedule for newly delivered vehicle customers (e.g., 7-day, 30-day contact), and is adherence to this schedule monitored?
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
