This is a great question. The DS community has some very smart BDC experts that would be able to answer this with precision. I know our BDC works off a CRM in which Management sets goals for each BDC rep depending on their performance. I think it comes down to individual performance due to the fact you wouldn't want someone with a new skill set rushing through calls to hit a target. I would also be interested if anyone has a specific number?
Do you have processes set up in your CRM for each lead that includes making calls and emails? If so, you can add more email tasks for the salespeople to do during the life of the lead process.
Chris, I think the major thing you should look at here is, If your top guys have time to send over 200 emails a day, then why can't the weakest? Obviously the ones sending fewer aren't using their time wisely to get enough out. You don't want to spam peoples inboxes but you do want to keep them up to date and interested in purchasing a vehicle. Message me your email and I can forward you a basic follow up schedule that someone on here was kind enough to share with me. I don't have it down to an aren't and tailored to our store quite right just yet but it is helping.
As far as total followups I think 25 is a good number. If they are working 9 hour days that is roughly 2.75 emails an hour. They don't need to be some long lengthy drawn out emails. Just a quick "hey just wanted to check in. We got some new inventory in that is close to what you are looking at. Check out these links to some I think would work for you. Have a great day!" works wonders. That took me all of a minute to type. They should be cruising through the emails. Hope that helps.
Lezlie makes a good point too. If you are using a CRM you can set tasks that they have to do. It reports back to you who is or isn't completing tasks. Guaranteed your tops guys complete theirs.
Yes we do use a CRM Lezlie , and it's being updated with the new version of Contact Management soon (thank the lord...) The problem is lack of focus on proper CRM usage for so many years prior to my arrival here. Thankfully I have the powers that be on board now and I'm winning over the team one by one. I was hoping to get a benchmark so it's not just me scheduling more b.s tasks (in their eyes) it's because that's what the most successful dealers are doing.
Thanks Lauren. Would love to take a look at that.
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