To Recycle or Not To Recycle… That Is The Question
Check out Jeff Solomon’s new post over at leadcritic.com. He explains lead recycling, “the process after a newly generated lead has been assigned to a salesperson and then automatically and re-assigned to another salesperson,” and explores some of the questions and concerns that typical “recyclers” can face.
Click here for another great read from Jeff, or checkout an excerpt from the article explaining some of our upcoming research below!
“Once you’ve got your recycling times optimized, the actual recycle rate (percentage of leads that are recycled) can be a very powerful metric to manage against. Internally at Leads360, we use the recycle rate metric to drive lead distribution volumes for individual sales reps. Each week we look at the recycle rate for our sales reps; those who fall below the target rate are shut off from new lead distribution for a period. You can imagine the impact this has on our sales reps and you can see how recycling can be a powerful metric to manage from.
Recently we started looking into this metric on behalf of our clients and found some very inconsistent data, thus the impetus for this article. We’ve begun to synthesize how our clients use recycling and are trying to determine some best practice baselines. I hope to share them first on Lead Critic when we come up with something.”
