In this article:
Introduction
Business Development Assessment Score
Service Results
Key Performance Indicators
Business Development Evaluation
Lead Managment
Business Development Certification
Introduction
For those using the BDC Central platform a Business Development Assessment by dealership and department will be generated on the 5th business day of each month. Each assessment is based on your business development activities, results, and evaluations from the previous month.
Note: Any data reconciliation or updates must be entered prior to the 5th day of the next month to be included in the assessment. Scoring is calculated from 100 possible points. The report evaluates and scores the following categories:
- Service Results (Not scored)
- Key Performance Indicators
- Business Development Evaluation
- Business Development Engagement
- Phone Skills
- Appointment Quality
- Lead Management Engagement
- Business Development Certification
To access the Business Development Assessment from the menu navigation bar in BDC Central, select Opportunity Finder.
From the Business Development Assessments list, select the assessment you want to view by clicking on the action button.
Generated assessments in the list can be sorted by the Dealership name, department (Sales/Service), Assessment Month and Score. Click on the header in the columns to change the sorting orders.
Let's take a look at each section of the assessment.
Business Development Score
The overall score for your business development initiative is located in the upper right corner of the report. The score is based on the total points achieved in each category out of 100 possible points.
For each scored section, business development indicators are being evaluated and compared to a goal; then scored based on the points available for that indicator. The resulting score is then given a rating of either Good, Average or Poor. A Category Score is generated based on the total points achieved in that category.
Service Results
The first section of the Business Development Assessment includes an overall summary of results for total leads and activities by lead source. Business Development Performance results in the area of Appointments and Shows is reported and suggestions for increasing results are provided. This section of the assessment is not scored.
Key Performance Indicators
Appointment Ratio and Appointment Show Rate are calculated and scored in this section. 60 total points are possible. Appointment ratio is based on the average number of Service Advisors working per day as defined in your Dealership profile settings.
Business Development Evaluation
This section is divided into three categories:
- Business Development Engagement
- Phone Skills
- Appointment Quality
Business Development Engagement
This area of the assessment is evaluating the structure and management engagement level of your business development initiative. 15 total points are possible in this section.
Phone Skills
This information is obtained from Call Tracking information. Key areas focused on for Phone Skills are Customer Info, Qualify Customer, and Appointment Setting. There are 6.5 total points possible in this section.
Appointment Quality
This section specifically evaluates the quality of scheduled appointments. There are 3.5 total points available in this section.
Lead Management
Lead Management assesses the follow-up activities for each lead source and outbound activities for key Service Proactive Campaigns. 15 total points are possible for this category.
Business Development Certification
This is the last section of the assessment. This category is not scored but rated as Good, Average or Poor based on completion of online training for each active user in the dealership.
