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BDC Manager/Internet Director Payplan inquiry

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#2
Every dealership defines every Internet-related position differently. I've seen "Internet Directors" that I would consider "BDC Agents." Because of that it would be better if you defined the responsibilities of the job and didn't use titles. That would help us to help you.
 
#4
1 store. The job would be to manage a staff of internet/bdc sales people and internet specialists. Create a sales process for them. Monitor their performance. Train them on the vehicles, sales process and other necessary skills. Tweak the crm schedules as needed. Follow-up with all internet leads. Ensure appropiate appt show and close rate is met. Send GM and GSM daily/weekly/monthly reports. GM pretty much handles all website maintenance and reputation management.
 
#5
Is Internet/BDC sales staff paid as sales agents? Or paid off appointments? It sounds mostly like a BDC Manager position. And in that case your payplan should be aligned with your staff.

I found the best way to get a BDC making appointments is to get them talking on the phone more often. When we switched my old BDC to number of calls made per hour the appointment counts jumped. And because sales managers confirmed those appointments they weren't BS appointments.
 
#6
Alex Snyder said:
Is Internet/BDC sales staff paid as sales agents? Or paid off appointments? It sounds mostly like a BDC Manager position. And in that case your payplan should be aligned with your staff.

I found the best way to get a BDC making appointments is to get them talking on the phone more often. When we switched my old BDC to number of calls made per hour the appointment counts jumped. And because sales managers confirmed those appointments they weren't BS appointments.
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Both. Three internet salespeople that work deals cradle to grave and get paid like a regular salesperson. Also have three reps who only get the customers in. They are paid a small salary and bonused for having appointments show and sell.
 
#7
Alex Snyder said:
Is Internet/BDC sales staff paid as sales agents? Or paid off appointments? It sounds mostly like a BDC Manager position. And in that case your payplan should be aligned with your staff.

I found the best way to get a BDC making appointments is to get them talking on the phone more often. When we switched my old BDC to number of calls made per hour the appointment counts jumped. And because sales managers confirmed those appointments they weren't BS appointments.
Click to expand...

I agree with Alex here. Do you have a BDC following up on leads and setting appointments or do you have cradle to grave Internet Sales Consultants? How you are paid should be a reflection of how your dept. is set up.

I am surprised the GM is handling the website maintenance and rep mgmt., I would think those would be responsibilities they would want you to handle. Most GM's don't want to mess with updating specials, SEO, graphics, etc.

If you have dedicated Internet Consultants, you would probably get a base salary + $ per unit sold. Be careful to find out what you boss considers an "internet sale"...is it just email leads or do you get to count website and 3rd party phone ups.
 
#9
carguysc said:
Both. Three internet salespeople that work deals cradle to grave and get paid like a regular salesperson. Also have three reps who only get the customers in. They are paid a small salary and bonused for having appointments show and sell.
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Wow, that's an interesting setup. I usually hear about singular approaches: a BDC or cradle to grave reps. But this is pretty cool: a hybrid approach!

It certainly makes things interesting for you. You're dealing with two very different motivations and tactics.

I'd be looking at a dynamic payplan that revolves around a call to appointment ratio for the BDC and a lead to sale ratio for the overall effort. I'd want to be paid on both metrics in order to make sure I was motivated to keep pushing both sets of people. A critical point is that all of these people directly report to you - even the cradle to grave agents. I'd also want the ability to desk the deals coming from my staff. Is that the case? Or do the cradle to grave folks report to a sales manager?
 
#10
The more I think about this, the more excited I get for you. You're in a very unique position to have a significant effect on the full gamut of opportunities coming into the store! Most Internet/BDC Managers only get to have an effect on how leads are handled. Rarely are they in a position to work the whole spectrum from click to curb which usually leaves them at the mercy of the sales manager's quoting, and most sales managers are fixated solely on what's in the store; not what's coming through the digital door.

If you can get the ability to be the full manager who pencils deals, gives quotes on the Internet leads, and basically be the person who combines BDC and floor efforts through the control of your cradle to grave reps you can define the future of sales management. You'd be able to map out a process that many many many (did I say "many"?) dealers struggle with in a MASSIVE way. Because you're only working one store this is actually doable, and the education you'd get from working all sides of the deal is something many people on DealerRefresh would kill to have! I'm actually jealous of the opportunity laid at your feet. But the full dream won't be realized if you can't get your hands on the quoting/penciling....that's key....and it is a lot of responsibility....and a lot of risk to not become the reason why the store doesn't hit gross numbers.
 
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