Comment

Comment by steven chessin on September 19, 2015 at 12:58pm

Here's a question I know you have heard : Why allow salesmen to take appointment calls when bdc reps out-perform them ?

In-depth questions of product and prices can be forwarded after the customer's contact info has been recorded efficiently and an appointment attempt has at least been made. This does not eliminate the need for salesmen to handle calls properly when they get them --- it just prevents blowing the easy ones and being accountable for those that do require their product knowledge -- which is the only reason they need to talk to the customer.

Besides -- a bdc team is paid for kept appointments - their pay structure is undermined when others get their opportunities. So the whole process is knocked-off-track by appointment calls going to salesmen.