Your BDC Pay Plan Is Broken: Goodhart’s Law Is Eating Your Lead Process Alive

Most dealerships think their BDC has a lead quality problem, but the real issue may be a broken pay plan that rewards show rate, close rate, and appointment count over actual customer progress. In this episode, we break down how Goodhart’s Law explains why BDC teams game the system, complain about certain leads, cherry-pick easy opportunities, and turn useful metrics into useless numbers.