TEST DRIVE CONVERSION · MAY 2026 · 47 TEST DRIVES · ACTIVITY-LEVEL REPORT
Test drive activity-to-deal flow 47 scheduled · 38 completed · 14 became deals · 8 won · 17% TD-to-won
Test Drive impact on conversion through the pipeline. Test Drive remains an activity / appointment — it is NEVER a pipeline stage. The 11 buyer pipeline stages (screen 064) are the only stages. This report measures the activity overlay on those stages: did a test drive happen, and what conversion lift did it produce?
Activity overlay · not pipeline stage
17% TD → won
19% no-show rate
SCHEDULED↑ 14%
47
vs 41 Apr · 30d window
COMPLETED
38
81% completion · 4 confirmed · 5 still scheduled
NO-SHOW
9
19% no-show · 6 rescheduled · 3 cancelled
TD → QUOTATION
61%
23 of 38 led to quotation · vs 28% no-TD
TD → BOOKING
37%
14 of 38 led to booking · vs 12% no-TD
TD → WON↑ 5 pts
21%
8 of 38 delivered/won · vs 4% no-TD
Test drive outcomes6 outcome states · 47 appointments
Activity-to-deal flowTest Drive overlaid on the 11-stage funnel · NOT a stage
Test drive completed38 appointments
38activities
→ Quotation Sent23 deals (61% TD→Q)
23stage 4
→ Booking / Reservation14 deals (37% TD→B)
14stage 6
→ Delivered / Won8 deals (21% TD→W)
8stage 10 won
Test Drive lift vs no-TD baseline: deals with a completed test drive convert at 21% to won vs 4% without · a 5x improvement. The test drive is the single highest-lift CRM activity in the Sales workflow · prioritize scheduling at the Vehicle Matched stage (3).
No-show risk panel9 no-shows · drivers + mitigation
9 no-shows (19%)
3 cancelled within 1h of slot · 3 rescheduled twice · 3 completely silent. Avg no-show by source: Paid Ads 33% · Google 24% · Walk-in 0% · Referral 4%. High-quality sources show much lower no-show rates.
Outcome capture quality: 87%
33 of 38 completed test drives have outcome notes recorded by salesperson. 5 missing notes · 3 of those are stuck deals (no movement in 14d). Outcome quality strongly predicts conversion · sales coaching opportunity.
Confirmation reminder cadence
Current: 24h reminder · 1h reminder. Adding 4h reminder may cut no-shows by 30% (industry benchmark) · workflow rule change in Settings.
By vehicle categorycompletion + conversion · top 5
1
Luxury SUV
Lexus LX · Range Rover · Bentley Bentayga · 12 TDs · 11 completed · 4 won · 91% complete
36%TD-won
2
Sports / GT
Porsche 911 · BMW M-series · 9 TDs · 8 completed · 2 won · 89% complete
25%TD-won
3
Premium sedan
Mercedes E-Class · BMW 5-Series · 11 TDs · 9 completed · 1 won · 82% complete
11%TD-won
4
Mid SUV
Toyota Land Cruiser · Nissan Patrol · 9 TDs · 7 completed · 1 won · 78% complete
14%TD-won
5
Compact / hatch
Mini Cooper · Toyota Camry · 6 TDs · 3 completed · 0 won · 50% complete
0%TD-won
Test Drive is an activity · not a pipeline stage
The 11 standard buyer pipeline stages (New · Qualified · Vehicle Matched · Quotation Sent · Negotiation · Booking/Reservation · Proforma · Payment Pending · Delivery Ready · Delivered/Won · Lost) are immutable. Test Drive is captured separately as an activity / appointment on the lead/deal record · this report measures its impact across stages but never promotes it to a stage. Test Drive Agreement (TDA) reference is preserved when the test drive is completed.
Data rules5
- Test Drive is an activity / appointment · NEVER a pipeline stage
- TD Agreement (TDA) reference is preserved · preserved on completion
- No-show rate is a CRM metric · not a customer credit score
- Outcome capture quality is a salesperson coaching signal · not a formal evaluation
- TD lift figures (21% TD→won vs 4% no-TD) are tenant historicals · not vendor guarantee