Part of satisfying your customers is making the right connection.  If you are a sales manager or small business owner, there’s a question you always have to answer when you distribute leads. Which of your sales reps should you connect with which of your leads? It can be done randomly. And in many cases it probably always has been done randomly. Until the people in charge of distributing leads had access to the kind of technology that is now available, lead distribution couldn’t be much better than random. Round Robin lead distribution has been the norm.

As sales managers and small business owners have been embracing technology such as lead management software, it’s possible for them to distribute leads not only more quickly but more intelligently.  Using a lead management solution it is possible to distribute leads from instantaneously to a group of sales reps based on configurable rules. Makes sure sales reps only receive leads that they are licensed to handle. Make sure sales reps receive leads who are inquiring about products or services that match their expertise.

Using lead management software with configurable distribution rules, it is possible to create different rules and strategies about how and to whom you want to distribute leads. It starts with making sure your biggest opportunities go to your best sales reps but you can continue making rules that ensure that leads are routed to the individual sales rep is most likely to be able to close them. Creating distribution strategies and reporting on their effectiveness is easy with lead management software.

When it is determined that a certain sales rep closes leads at a higher rate when the leads have a certain characteristic, it’s good practice to route more leads with that characteristic to that sales rep. This skills based routing whitepaper shows the results of companies who have embraced skills based routing as a way of strategically distributing leads to their sales reps.

Tags: Lead Management