WHEN IT COMES TO LEAD DISTRIBUTION, WE NEED TO STOP FOCUSING ON WHO GETS THE LEAD. AND START ASKING, WHAT’S OUR STRATEGY?
The challenge with lead distribution is the same challenge you face when splitting up any finite resource. Let’s imagine for a moment that you have a delicious pie, and you want to share that pie with your friends. Do you give your hungriest friend the biggest slice, or do you give divide the pie into equal slices?
Sales managers face this dilemma every day when new leads come into the system. And many have devised clever ways to quickly assign new leads to the right rep.
Indeed, there are now so many ways to distribute leads that it’s hard to determine which methods are right for which teams. From randomly assigning leads to relying on complicated algorithms, lead distribution strategies have multiplied as sales itself has gotten more sophisticated.
In this post, we dive into four of the most popular lead distribution methods, explain how they work, and outline the pros and cons of each strategy.
DOES IT REALLY MATTER HOW LEADS ARE DISTRIBUTED TO REPS?
Yes, it really matters. Implementing lead distribution systems have been shown to positively impact lead volume, contact rates, and conversion rates.
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