We pay a base hourly, per show ($15), per sold ($25), and other bonuses tied to our goals. I've found that by paying more for the sold our reps get a little more invested in the process and follow up a little harder with those that leave without buying.
BDC Coordinator Commission
- Thread starter Eley Duke
- Start date
- Apr 28, 2009
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- Jerry
First Yago, I must say your DR profile picture is not a very good representation of you. You're a much better looking man Yago. I usggest you update that photo immediately.
How do we know they can't buy a car until we put them through the process? I don't want BDC people playing the role of the finance manager. If somebody has a desire to come in and buy a car, I am going to bring them in.
This can be part of the phone script. We are not trying to qualify the customer over the phone. Sell the appointment over the phone and sell the car in person.
Then why have a BDC? Fire the salespeople and let the BDC staff become salespeople.
Damn right you are!
Now you're just trying to make Heather like you! Why pay somebody 100K for a job when the market says you can hire somebody for less.
How do we know they can't buy a car until we put them through the process? I don't want BDC people playing the role of the finance manager. If somebody has a desire to come in and buy a car, I am going to bring them in.
This can be part of the phone script. We are not trying to qualify the customer over the phone. Sell the appointment over the phone and sell the car in person.
Then why have a BDC? Fire the salespeople and let the BDC staff become salespeople.
Damn right you are!
Now you're just trying to make Heather like you! Why pay somebody 100K for a job when the market says you can hire somebody for less.
- May 1, 2006
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- Alex
Jerry Thibeau suggested to us, years ago, to pay our BDC by the phone call. We introduced a "Calls per Hour" metric and it was the most successful time the BDC ever had. The metric was a pain in the butt to track and I've been told that's why it was dropped from the pay plan. But damn, I sure loved the productivity it yielded!
We found that 8 calls per hour was the average and that our appointment setting problem wasn't due to talent; it was due to volume of phone call follow up. When you pay someone on the number of calls you eliminate the universal "lazy-fier" called email. People are much easier to get an appointment out of over the phone.
We found that 8 calls per hour was the average and that our appointment setting problem wasn't due to talent; it was due to volume of phone call follow up. When you pay someone on the number of calls you eliminate the universal "lazy-fier" called email. People are much easier to get an appointment out of over the phone.
- Apr 28, 2009
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- Jerry
Alex,
I just implemented a mandatory number of phone calls and emails required by my sales team. Failure to meet goals results in a negative 20% multiplier of their commissions.
I just implemented a mandatory number of phone calls and emails required by my sales team. Failure to meet goals results in a negative 20% multiplier of their commissions.
- May 1, 2006
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- Alex
I like that a lot!
But it is Monday, so let's shake things up a bit....
BDCs have outlived their usefulness.
I'll never forget sitting in my boss' office, in 2004, asking to bring the centralized BDC back. We had started one in 1997, but dissolved it due to a failed implementation that mostly stemmed from splitting commissions 50/50 between sales agents and the BDC (I was selling cars then and did my part to help sabotage that thing). However, I said to my boss that we did not have the sales staff, sales management, or interest from General Managers to handle the Internet the way it should be: by the same staff who handles all other ways a customer comes to buy a car....the sales agents.
Until we could get to that point we'd have to bow our heads in shame and employ a workaround called the BDC.
I'm happy to say that at the beginning of the 2nd quarter of 2015 Checkered Flag will finally dissolve the 11 year workaround. The up bus is not physically driving anymore; it is digitally driving. It has been doing this long enough for the traditional sales staff to have interest in the digital world. It is time for the Internet to become traditional.
P.S. Checkered Flag is usually a few years ahead of the trends, so don't fear for your income if you're part of a BDC just yet.
- May 27, 2010
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- Christine
- May 1, 2006
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- Alex
Ha. Don't recall me telling you that story? I'll hit you up a little later over the phone - have some other things to talk about with you.
- May 27, 2010
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- Christine
Just kidding.. Yes, our BDC is going away, but our current pay plan is a combination of hourly rate, plus commission: $5/set, $15/show. No money tied to sale, however we also incorporate Objective Bonuses: Minimum 5 Outbound Calls/hr, 5 Outbound Emails/hr, and 30% Ratio (Emails Sent to Received). If all objectives hit on the nose total objective payout is $800 (can hit higher or lower based on percentage of objective achieved.)
Luckily for our BDC staff they will be KINGS of the sales floor under the new "Internet Dealership" plan. Digital Product Specialists handle only phone and internet leads, cradle-to-grave. Floor ups are left to the non-digital reps- my advice to these guys.. GET DIGITAL.
Luckily for our BDC staff they will be KINGS of the sales floor under the new "Internet Dealership" plan. Digital Product Specialists handle only phone and internet leads, cradle-to-grave. Floor ups are left to the non-digital reps- my advice to these guys.. GET DIGITAL.
- May 27, 2010
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- First Name
- Christine
Our department code name has been "Band Aid" for as long as I've been here. Glad to see this transition's time has come!
- May 1, 2005
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Alex, I'm curious to how long you had that implemented?
I'm usually not an advocate of reducing / taking away pay. As it seems to work short-term, having a quick boost in performance. I question the longevity. Causing burnout.
Everyone works differently. Everyone is motivated differently. Wouldn't it be great to come up with a pay plan based on an individuals personality / motivation? The potential payout would be the same but would be presented in a way that matched that individual employee. #crazythinking.