HOW MANY LEADS PER MONTH PER BDC AGENT?

[Jeff Sterns]

I have a store that has gone in the past 14 months from 30 to 100 leads per month due to an excellent Digital Marketing Director. He made the 'mistake' of adding chat and leads went to the 140s month one.

So it's the typical funnel "problem"....create traffic, but need web conversions, ok, got that but how to get them in...then sell....you get the picture. Great problem!

They called us for some best practice advice. That was a very nice compliment from this client.

Their style is that a main internet salesman takes the lead and follows it and meets the client / sells the car / hands it to a showroom salesperson for a split deal. He is not resistant to adding BDC agents...and losing some comp (pack) to have some others following up. He still gets the option to sell or hand off for a split.

Question is: What's the number of people needed? They will be paid on show / sell style of plan.

140-150 leads per month (LEAD = SALES RELATED CONTACT FORMS OR CHATS WITH INFORMATION GIVEN). If we shut off the faucet for now (keep leads stable/ not market more), how many more people do we need? 1? 2? 4? And at what threshold do we add another?

Thank you for the group wisdom!

Jeff Sterns
VP of Sales & Business Development
CarChat24
jeff.sterns@CarChat24.com
Twitter: @JeffCarChat24
Toll Free: (800) 510-7567 ext 702
Mobile: 727-638-0069
Fax: 800-430-1535
www.CarChat24.com
"Helping car dealers sell more!"

 

[Jeff Kershner]

Jeff,

I would refer you to this thread - http://forum.dealerrefresh.com/f40/how-many-leads-can-internet-manager-handle-effectively-2083.html

"He made the 'mistake' of adding chat and leads went to the 140s month one." - be careful, please. This post comes across as a quiet self serve post since you're in the business to sell chat services. Trust me - DR members understand the effect and power that chat can have and can also sniff out when someone is trying to start a thread for more than merely looking for opinions and "wisdom".

You may want to tone your signature line down a little. We have a place to enter your twitter handle that will show under your photo. No need for the fax and extensive bold font. Please don't take it the wrong way but I promise you when the dealer community sees such long signatures after each post - it can have an adverse effect. I'm sure this is not what you want to achieve as being part of the DR community. From one Jeff to another Thanks!

 

[kcar]

I don't really give one BDC person a set # or general. I let my BDC work as a team, they all handle the leads.. They share e-mails accounts via Thunderbird, they have their own CRM logins though, and they share notes. Has been working incredibly well.. For your situation, I'd say no more than 100 leads/month per salesperson or single IM person..

 

[Jeff Sterns]

Jeff,

I would refer you to this thread - http://forum.dealerrefresh.com/f40/how-many-leads-can-internet-manager-handle-effectively-2083.html

Jeff, THANK YOU FOR THE REPLY AND ESPECIALLY ADVICE!!!

So I will begin now possibly looking dumber! This thread link (above) that you referred me to; how would I find that? I did many searches prior to writing in hopes of finding something. Tell me how to think when searching through all of this info for a applicable thread.

Also the thread didn't really have my answer. Was your point more about "this is where you should have asked this question"?

My concern for the dealer is two-fold. One piece is of course the closing ratio of that month's leads. The other piece is the working of the 60, 90 and 120 day leads (then every 90 days forever unless the client says "stop"? Even if the client bought elsewhere, there are other cars and drivers in the house and of course just staying in touch will get branding and referrals over time). We are thinking (non-selling) agents, not internet managers. In my last retail job, I was also under the opinion of 100 leads per agent but it still seemed impossible to get aging but perfectly viable leads looked after. 100 per mo (close 12.5) leaves 87.5 (and so on and so on.....how many can the really follow with quality?).

"He made the 'mistake' of adding chat and leads went to the 140s month one." - be careful, please. This post comes across as a quiet self serve post since you're in the business to sell chat services. Trust me - DR members understand the effect and power that chat

Thank you for correcting me! I don't need to be right or look "good" or not be wrong. I just care about the work-ability of things! So all advice is requested and welcome. I have no desire to overstep on this forum. Feedback TOTALLY appreciated!

I have to admit I was jacked over that phone call. And probably should have cooled off. I really wanted to direct them here once the discussion begun. If they wanted to identify themselves as the "dealer in question" they could, in order to further the conversation. I had been lurking quite a bit and not yet writing....

You may want to tone your signature line down a little. We have a place to enter your twitter handle that will show under your photo. No need for the fax and extensive bold font.

Thanks for the signature advice. Laziness/ speed just had me copy paste it from my email signature. Please keep tuning me up on the way I changed it below!

Please don't take it the wrong way...

I will NEVER take constructive feedback the wrong way. I know you are trying to help me and the forum!

Jeff Sterns
VP of Sales & Business Development
CarChat24
jeff.sterns@CarChat24.com
Mobile: 727-638-0069
www.CarChat24.com