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The Best Lead Management For BDC Reps
Efficiency in lead management is determined by how many leads an individual BDC (Business Development Center) representative should handle. Typically, a strong BDC rep is able to handle 175–225 total opportunities (inbound leads and sales calls) per month. This range sets up a bit of space to maintain quality interactions and also supports workload management.
Definition and Responsibilities of a Lead
Opportunities – This is all the inbound leads and calls coming in, this should be you primary indicator on how a BDC rep is doing as far as performance.
Sales Team Follow-Up : for sales team follow-up of unsold showroom traffic each Sales Personnel convert 20 leads every month which largely impact the total lead count.
Lead Capacity Determinants
Lead Quality: the higher quality leads will better conversion rate where sales reps will focus on for best performance.
The other scintilla of the situation is that extensive follow-up requirements might even make a sale rep able to manage such low number of leads. Reps should try to make at least six follow-up calls per lead, ON AVERAGE (ideally).
Experience Level: Seasoned reps can manage over 250 leads per month, especially if they have a support system in place.
Performance Metrics
Here are the metrics a robust BDC will follow:
Average response time
Appointments Set vs. Shows
Lead to sale conversion rates
These measures help dealerships to understand their BDC performance better and improve the lead follow-up processes.
Conclusion
To summarize, again the rule of thumb states that a BDC rep should manage between 175-225 with varying degrees depending on lead quality, follow-ups required and experience. To be more effective with your BDC team, set clear metrics and give them the support that they need.
