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We have had an eternal struggle at our dealership with getting sales guys to attend the BDC on a regular basis. I'm sure most dealers have had similar difficulties convincing their salespeople to leave the floor for an hour every day and go to the BDC. We have a few guys that see the vision and have bought in to the benefits of their efforts in the BDC. The problem is trying to get all of our salespeople to buy in so we don't feel like we are forcing them to go up.
I feel like we have tried just about everything to get them to cooperate. We have tried: letting them make their own schedule, trying to show them success stories because of hard work in the BDC, reminding them constantly, negative reinforcement if they fail to go up at least 75% of the time, and positive reinforcement by spiffing them for just showing up. Nothing has seemed to work over the long term. It sucks that you have to spiff them to do their job, that doesn't seem right to me!
Anyway, I know there are many dealers out there that have very successful BDC departments and I want to know what the secret is. I know how important it is to have a scheduled time dedicated to both sold and unsold follow up. Are my guys just lazy? Should I give them the boot and start with a clean slate? Let me know what you guys have done that works.