What Dealers Are Prioritizing for 2025: Key Insights from DriveCentric’s End-of-Year Survey

As 2024 wrapped up, DriveCentric surveyed 57 dealership professionals across the country to get a pulse on what went well this past year and what to expect in 2025. The responses came from Owners, Presidents, GMs, Sales Managers, and BDC Managers, providing a comprehensive look at dealership priorities, opportunities, and challenges heading into the new year.

What we found is that dealers are optimistic about 2025 and are zeroing in on improving sales efficiency, leveraging AI for lead management, and focusing more on sales productivity metrics to drive revenue growth. Here’s a breakdown of the four key takeaways from our survey:

1. Improving Sales Efficiency: The Biggest Revenue Opportunity for 2025
   When asked about the top opportunity for revenue growth in 2025, the overwhelming answer was sales efficiency. Dealers recognize that time and resource management are critical to getting more out of the leads they’re already generating.
   
   

One dealership executive put it simply:
“If we can improve how our sales teams manage their time and leads, we’ll close more deals without increasing our marketing spend.”

This sentiment reflects a growing trend in the industry: Dealers don’t necessarily need more leads; they need to maximize the value of the leads they already have through better processes and tools.

2. Dealers Are Bullish on AI for Lead Management and Generation
   AI was another major theme in our survey. Dealers see lead management and generation as the biggest opportunities for AI to make an impact in 2025.

Many respondents highlighted that AI can:
• Reduce workloads by automating repetitive tasks.
• Re-engage inactive leads through personalized outreach.
• Support sales teams without replacing the human element.

One respondent noted:

“AI isn’t about replacing people — it’s about making our teams more effective. We’re already seeing more meetings and higher close rates because of it.”

AI tools like DriveCentric’s AIM (Artificial Intelligence Messaging) are helping dealerships boost productivity by ensuring that no leads fall through the cracks and that follow-ups happen at the right time with the right message.

3. Sales Metrics Take Center Stage in 2025
   Dealerships are laser-focused on sales performance metrics in 2025. 

Here are the top priorities highlighted by respondents:
• Sales (New & Used) – 76%
• Close Rates – 62%
• Lead Volume – 46%
• Appointments Scheduled – 46%
• Showroom Traffic – 42%

These metrics aren’t just about tracking performance — they’re seen as the key drivers of success. Dealers want clear, actionable data to help them increase close rates and get more customers through the door.

Interestingly, metrics related to operational efficiency and financial performance, such as Expenses (26%), Profitability (26%), and Margins (18%), were mentioned less frequently but remain important for long-term sustainability.

4. What’s the Outlook for 2025?
   Overall, dealers are optimistic about the year ahead. With a focus on improving sales processes, embracing AI, and keeping a close eye on key sales metrics, dealerships are gearing up for a more efficient and profitable 2025.
   
   

The biggest takeaway from this survey? Dealers are ready to work smarter, not harder. By investing in tools and strategies that improve efficiency and productivity, they’re setting themselves up for success in a highly competitive market.

At DriveCentric, we’re excited to continue supporting our dealers with innovative CRM solutions and AI tools that help them achieve their goals.

Let’s make 2025 a year to remember!