When the showroom traffic is logged properly the BDC is able to do its job of follow-up. Additionally, a sales manager is then able to perform quality daily one on ones with the sales people. Since some dealerships have team leaders it is certainly acceptable for team leaders to perform the one on ones. In no dealership would I ever tolerate failing to do daily one on ones with the sales people. I believe management owes this process to the sales people and the dealership itself.
Management has a fundamental responsibility to help every sales person be successful.
Reviewing and coaching them regarding every opportunity must be done. And by doing these things the BDC will receive better information and then be able to better serve the sales department and the dealership. I am sure some reading this article will think I am bashing sales managers but the truth is that is not my intent. I sometimes wonder if some of the newer sales managers have ever been exposed to these techniques and the benefits they offer. Lets face it times have been pretty good these past few years and many dealerships did all they could to handle the traffic they had let along log and count it.