John, I'm in a large metro market where turnover, on the floor, is a serious problem. Every store is hiring. The clerks in your BDC have to turn the appointments to somebody. It will likely be the green pea that is hiding in the back.
If your leads close at 20+ percent, you can have very eager, talented sales professionals on the phones and there is no switch when the customer comes in. My guys sold a lot of cars with very little turnover.
I want someone, answering the phone, with skin in the game. I have seen salesmen run from BDC people because they knew that they would tell a customer anything to get them in.
Under your system, you have to pay the clerk and a salesman. I only paid the ISM.