How do you spiff a BDC?
I'm reaching out to all Internet Managers as to what kinds of bonuses to you use for a BDC? I need some ideas that will help motivate my team and encourage them to reach higher goals. My thinking is along the line of individual spiffs or bonuses rather than a team bonus. What are some of the things you do?
Replies to This Discussion
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Permalink Reply by Bobby Compton on
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I love SPIFF...
I think it's a great way to motivate in achieving the fundamentals, that in the end, create results. Believe it or not, most of us car people have an idea of what makes us tick, and if you ask your bdc department what they think would be a strong spiff program, you might find you have the answers you're looking for.
They will probably ask for the moon, and if you Taylor it to their requests and yet tie it into your needs, you will have a winner! A total and complete way to create buy in and to hold them accountable for the goals to be set, as they them selves provided!
Appointment showed spiff is one of my favorites. Without a customer, no need to worry about much anything else. As many bdc systems are different, if they are instrumental in creating and closing car deals, one of my other favorites is Gross spiff, especially for the Internet department.
True leaders understand the motivation and results achieved with spiff.
It's truly an honor to Collaborate with you Mike...
Cheers to you my brother, for being one of best and the brightest right here on dE... B.C.
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Permalink Reply by MANNY LUNA on -
10.00 for appointment show
30 for a contracted delivery
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Permalink Reply by Terry A Powell on
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A great spiff for any dept. is "Holding Bonus" 10% of every dollar held on trades (CIF) In addition to increased gross on the deal (bigger commision for sales people and bigger profit for the dealer) they seem much more at ease holding on the trade when there is something "instant" in it for them. Good luck and great selling.
TP
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Permalink Reply by Jenn Turner on
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I have worked and trained a lot of BDC people and they not only need spiffs but encourageent and a "that a boy" when they perform well. Get one person who is good on the phone to train them by example. I easily make at least 100 calls a day when I work onsite at one of my dealers and I have as much energy at the end of a 7 hour day as I started with. Now admittedly I get paid a lot more but it's a people thing. Pay them a good hourly wage, add $15/20 if the appt comes in plus $50 if the customer buys....$25 on a skinny deal. For those that don't buy, have them follow up and get them back if possible. The person at the end of the month with the most appts that have showed...bonus them with something that is popular in your area....like Charger tickets. Training is everything and a great personality who knows how to talk with a customer is everything.
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Permalink Reply by Mike Myers on
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Thanks everyone! I have 4 team members who make the calls and bring people in for appointments. My top team member has about 125 shows per month and my bottom does about 50. I was thinking of doing a 10-20% increase in appointment shows from last month gets a flat dollar amount. This way, each person can work to reach their goals. Does this make sense?
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You're thinking is spot on! An AWESOME way to allow each to grow their current potential with spiff motivation, equally!
Maybe a 1st through 4Th place on the most increase? If your top or bottom producer increases the most, then it will be acknowledged, and at the same time creating a friendly competition!
Mike Myers said:Thanks everyone! I have 4 team members who make the calls and bring people in for appointments. My top team member has about 125 shows per month and my bottom does about 50. I was thinking of doing a 10-20% increase in appointment shows from last month gets a flat dollar amount. This way, each person can work to reach their goals. Does this make sense?
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Permalink Reply by Rachael Schulz Dunbar on
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I wish you were my boss Mike :(
Motivation is always welcome but follow thru on offers is the most important part. We BDC people hate it when management re-nigs on an appoitment spiff because the shows didnt sell or because they carried low gross. We also hate it when customers we have spoken to show up without scheduling an appointment...esspecially when we are working towards a spiff!
In the past I have offered my team a flat bonus to share for a percentage increase in store traffic period. That way they were able to make twice as many phone calls and create less consumer confusion and then not fight one another over prospective leads. In this manner it was "all about the store"! A little unorthodox but the traffic increase doubled! We only used this when we were trying to create a one day/weekend increase. On several occasions just buying thier lunch in exchange for a 20% increase in traffic the day before worked. My girls used to call it a "pop spiff", making a joke on pop quiz, unexpected yet fruitful!
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