As we fly around North America and other parts of the world one of the most common problems we see is cherry Picking and High turnover.

Cherry Picking: When a room is understaffed and the staff really can’t handle the call volume they tend to run through the calls they need to make and pick out the low hanging fruit or the east opportunities. This also happens on the show room floor at most dealerships. Some sales staff and managers believe they can spot the buyers, so they ignore the other customers in your showroom.

The problem is no one really knows who are the real opportunities and who are the ones who are wasting your time. Our philosophy is you need to develop campaigns that work, but we should call everyone, not just the ones we thing we can set appointments with.

I can’t tell you how many times I have seen salespeople and BDC representatives who don’t call customers because they prefer to determine the easy calls first. Understaffing your room plan and simple is creating lost sales and lost revenue for your sales, service and Internet department right now.

If you have questions about how to determine the correct staffing level, or would like a free BDC Heath Check give us a call we can help for free!!!!!!

High Turnover: When you are experiencing high turnover in a BDC there are a number of causes. The most common one is that you are overstaffed. BDC staff will move on if they are unable to make enough calls and make enough money. Of course you may also have the wrong staff and the wrong manager in place, but overstaffing and low call volume is the most common cause.

If BDC staff is waiting for the phone to ring, or the BDC Manager is not creating enough targeted campaigns for them to call, you will have high turnover. Simply put managing who to call, when to call, and managing call volume are key to the success of your BDC.

An average rep should be making and taking a total of 100 call per day. Some may do 80 per day some may do 120 per day. A call volume of 30 to 50 per day is a problem. If you have questions, we can help!!!!!!

This was a quick overview of some of the challenges we see all over North America and in other countries around the world. We would be happy to provide a free assessment of your BDC.

Please call our office anytime at 1 877 452 2753. Or email me directly inethercott@bdcexperts.com

Have a fantastic day!!!!!!!

Ian Nethercott

Performance Consultant

Proactive Dealer Solutions

http://www.bdcexperts.com