DrivingSales Defining Leadership Podcast

How to Create BDC Manager Scorecards

Welcome to another insightful episode of DrivingSales Defining Leadership, where hosts Bart Wilson and J.D. Mixon bring over 30 years of combined automotive retail experience to the forefront. In this episode, we're diving deep into the vital role of BDC (Business Development Center) managers and how their scorecards can be effectively utilized to enhance dealership performance. Joined by Craig Wilson, Customer Success Manager at DrivingSales, the discussion centers on the metrics and best practices that prove how creating BDC manager scorecards is pivotal to dealership success. Check out our episode, Measuring Management: Should Managers have Scorecards?, to hear our perspective. 

Episode thumbnail for the DrivingSales Defining Leadership Podcast titled 'Measuring Management: BDC Manager Scorecards' covering how to create a BDC manager scorecard featuring Craig Wilson of DrivingSales. The image includes a background with graphs, numbers, a pen, and a keyboard. The podcast hosts are Bart Wilson and J.D. Mixon. The thumbnail also displays the DrivingSales logo and icons for Spotify, SoundCloud, Apple Podcasts, and other platforms.

Your Hosts

Bart Wilson

Director of Operations


J.D. Mixon

Director of Customer Success & Marketing


Key Insights from this Episode about BDC Manager Scorecards

  • Introduction to BDC Manager Scorecards: Bart, J.D., and Craig begin by emphasizing the importance of the BDC manager role, highlighting its dual focus on sales and service teams. The conversation sets the stage for understanding how scorecards can track performance and drive improvements.
  • Historical Context and Evolution of BDCs: The hosts discuss the evolution of BDCs, noting their inception when technology allowed for more precise tracking of sales and service activities. This historical perspective underscores the relevance of BDCs in today's data-driven dealership environment.
  • Metrics and Quotas for BDC Managers: The core of the episode delves into specific metrics that BDC managers should focus on. This includes effort-based and performance-based quotas, such as the number of appointments set, show percentages, and CRM task completion rates. The discussion highlights the importance of balancing various metrics to avoid overwhelming managers with too many targets.
  • The Role of AI in BDC Operations: A significant portion of the episode explores the impact of artificial intelligence on BDC workflows. The hosts agree that AI should enhance, not replace, the capabilities of BDC agents, particularly in managing repetitive tasks and improving customer interactions.
  • Effort vs. Performance-Based Quotas: The conversation navigates through the distinctions between effort-based quotas (like call volumes) and performance-based quotas (like sales outcomes). The hosts advocate for a balanced approach that recognizes both types of efforts in driving success.
  • Practical Tips for BDC Managers: Practical advice is offered on how to structure scorecards effectively. This includes tips on setting realistic quotas, conducting periodic reviews, and ensuring that the scorecards remain relevant and actionable for BDC managers.
  • The Importance of Customer Engagement: The episode underscores the critical role of customer engagement in the success of BDC operations. The hosts share strategies for BDC managers to foster positive customer relationships and improve overall dealership performance.
  • Case Studies and Real-World Examples: To illustrate the concepts discussed, real-world examples and case studies are presented. These anecdotes provide concrete evidence of how well-structured scorecards can lead to significant improvements in dealership performance.
  • Future Trends in BDC Management: Looking ahead, the hosts speculate on future trends in BDC management, including the increasing integration of advanced technologies and the continuous evolution of customer expectations in the automotive industry.
  • Conclusion and Call to Action: The episode wraps up with a call to action for listeners to implement the discussed strategies in their own dealerships. The hosts invite feedback and questions from the audience, emphasizing the importance of continuous learning and adaptation in the ever-changing automotive landscape. Furthermore, they show how measuring BDC manager performance is crucial. 

Our Guest

Craig Wilson

Customer Success Manager


Don't know where to start building your BDC manager scorecard?

Contact the DrivingSales team to get help building your scorecards and improving BDC Manager Performance.

Why learn about BDC Manager Scorecards?

If you're looking to enhance your dealership’s BDC operational efficiency and sales outcomes, this podcast is your go-to resource. Learn from the experts how to craft scorecards that not only measure but also motivate and guide your sales teams towards greater success. 

Join The Conversation

Engage with our community of automotive professionals. Visit our DrivingSales community page to participate in discussions, share your experiences, and learn more about leadership strategies that work.

Don't miss out on the full range of tips and strategies discussed in this episode. Listen now to "Driving Success: How to Create Sales Manager Scorecards" and start transforming your sales management approach today!


Defining Leadership, Managers, Podcast, Scorecards

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