Professional Community for Car Dealers, Automotive Marketers and Sales Managers
I was wondering if you could help me out? I have been tasked with setting up a BDC...do you know of any "one stop" sites that could give me all the info I need to do this? I have a plan, but not sure how to actually get it up and running....do I need any specialized programs, or just my CRM? How many leads can 1 employee handle? 3? 5? Pay plan? (I was thinking $10/hr, plus $20 for each appointment that shows)....etc, etc, etc.....
Thanks in advance for any help or advice...
I'd like to think that ADM has all the details you'd need to do it, but those tips are likely mixed inside their 100k pages of content.
A few tips - yes, a CRM is primarily all you will need, but it is ideal when the sales team is utilizing the same CRM and always inputting customer records and updating them with notes consistently.
You'll also need a strong phone system and a call management tracking service so you can monitor inbound call activity/quality/volume/length/source.
If your staff is being tasked with handling inbound leads and calls, I believe a good individual (who is not being asked to deal with price negotiation and online desking of deals, but simply appt-setting) can handle 200-225 total opportunities. (Closer to 200). If you are tasking them with more of an online center for vehicle purchasing (desking, pricing, negotiating), that should go down to 175 opportunities per.
Also, if they are being asked to make outbound unsold walk-in follow-up calls, lease retention calls, sold calls, etc, you likely want them to cap out at 150 NEW opportunities as all of these other calls will generally equal the work of an additional 75 leads.
For compensation, there needs to be stair-steps. Think $10 for showed appts, (never pay for set), $10 additional if sold, but opportunities to make $15-$20 per show and sale provided they are reaching higher volume numbers. (You are right on for the hourly).
Hope that helps. In the end, if you need it... call me... 847-456-5130
Thank you so much!! Great advice. And thanks for the offer of continued help...I am sure I will need it!
Ok...what advice can you give me on this?.....I currently have an average of 70-80 Internet and Phone Leads per month, yielding about 15 sales from those sources. What is the best practice for buying leads? How many? Cost per Lead? Are some 3rd Party providers better than others? What is the expected close on 3rd Party Leads?
I'm sure I seem completely lost about my job, but I am finding hard to obtain the data I need to justify increased expense....
A lot of good questions there. Just give me a ring some time and we can chat about it.
Thanks Joe...Calling you tomorrow. Is there a better time for you?