And that’s why I like a dedicated Business Development Center (BDC) for dealerships, either in-house if you can afford it or outsourced if you desire (or if that better-fits your budget). That type of BDC can be monitored nearly real-time for leads and phone calls, and can also yield fast reaction to reputation needs and contact from the Internet and social media. And it is staffed by dedicated phone and Internet professionals whose only goal from every call or lead is a solid appointment that your sales staff can sell to!
So, what do you want to do? Train, as you have for decades, a sales department that will bungle the phone calls and will still, at best, have trouble keeping up with your Internet leads in a “cradle to grave” sales scenario? So you can perform yet another “forensic analysis”, talk to yet one more sales person about how they mis-handled your inbound sales calls, and ask them why they are not doing follow-up–again? Do you want to always find out someone slammed you on the Internet too late to make a difference? And face another OEM who wants to know why you didn’t sell their make from Internet leads you received a month or more ago?
Do you really want all that CSI on the Sales Prevention Department after the sales are dead??
Or do you want to know what’s happening NOW in a totally measurable fashion for calls, leads, reputation, and more? And get the most sales possible? Of course you want this.
Effective. Successful. Measurable. And SALES ENABLING.
A dedicated BDC. That’s the department you really need!