Let's say you have a BDC staffed by 4 people- one manager and three reps and your store receives 400 inbound calls per month. A decent sold to call percentage is 20% or 80 units in this example. To keep it simple let's say your manager and your 3 reps all sell equal amounts - 20 units per month. If you pay your reps 800 per month salary and 80 per sold unit your cost per rep is 2400 x 3 equals 7200. If you pay your manager 1200 per month salary, 20 per unit sold by his or her reps- 60x20 equals 1200 and 80 per sold by him or her -20x80 equals 1600 - total to manager 4000. Total cost to run the 4 person BDC is $11,200 before benefits and contributions. 80 units for 11,200 is a pretty good return.
Obviously there are many different pay systems depending upon the dealer but one constant that I believe in is to pay ONLY on sold units."
– Dave Neighbors