At the end of the day, you try a bunch of different ideas, some work, some don't. A relatively stable "given" in our industry is that paying for specific behaviors generally produces the desired results. That's why we call them "pay plans" in our business -- not "salaries."
One of the most common dilemmas over the last 15 years is the dichotomy between being a hell of a good lead responder and a hell of a good floor/delivery person. The reality is that for most stores, these positions conflict: Sales people are paid to sell & deliver. This Sales model often directly negates said salesperson's ability to nurture internet leads according to the best practices we've established.
So we turn to the BDC concept as a means to pay for the exact behaviors we desire: we need people to concentrate on lead nurturing and appointment setting beyond the practical abilities of the people we pay to convert floor traffic and deliver metal.
As long as the pay plan is predominately a commission/unit based reward, a natural solution to the lead nurturing conundrum will be a BDC.
Want to break the model? Forget about commissions for each sale/delivery -- pay a commission on every appointment salespeople get through the door. That's the ultimate goal today, right? Convert forms to faces? One way or another, you are going to pay for behaviors you want to see in your store.
Good luck!!
