All Sales Managers Must Support And Defend The BDC
Despite the fact that we’ve had this pesky innovation called “the internet” around in car dealerships for nearly a generation, I still meet more desk managers who enjoy torturing the Internet BDC than I meet those who support their efforts.
This boggles my mind! These same managers are paid based on what the entire store sells, and the BDC is often instrumental in driving the growth for the stores I visit.
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It’s simply bad for business if your desk managers continue to take the side of your sales floor in disputes with the BDC. After all, if the floor team did their job, you wouldn’t need a BDC in the first place.
The reason for nearly every dealership BDC in place today is because the sales managers cannot (or will not) get their floor teams to make the required calls using the proper talk tracks.
It’s simple activity management that fails for almost every dealer on the floor, yet succeeds in a BDC environment.
Once your sales managers can support and defend the BDC, you can make the BDC team a TRUE developer of business.
Written By Steve Stauning, Founder
Stauning Solutions Group
Steve is the author of Ridiculously Simple Car Selling and Ridiculously Simple Sales Management; as well as a respected automotive industry veteran and founder of Stauning Solutions Group – a leading training & consulting firm. Steve’s consulting work puts him in dealerships nearly every week, working side-by-side with managers, salespeople, and internet teams to help them improve their sales, processes, and profits. Prior to this, Steve served in various automotive leadership roles, including as the Asbury Automotive Group’s (NYSE: ABG) director of ecommerce, the director of the Web Solutions division of Reynolds & Reynolds, and as the general manager of Dealer Web Services for Dominion’s Dealer Specialties. You may contact Steve directly by calling him at 888-318-6598 or via email at [email protected].
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