Hello all!
I wanted to do a short post, but seems like I can't - sorry about this. I've prepared a short & long versions for your convenience :)
Here is short version if you don't feel like spending your time - please go through - I desperately need your help.
I'm a BDR Team Lead and we need to come up with new system for passing leads to AEs. It has to be a round-robin, but it also has to consider a lot of little details (headcount, industry, need, region etc). Company is about 600 ppl and operates globally (literally everywhere, our legal told me we can even work with Afghanistan if that's a private enterprise - sounds bizarre to me, but it's a different story).
Are there any frameworks, best practices or software tools you currently use & can recommend? I've been in this position for like 6 months, so I have no clue what am I doing.
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Long version in case you have more time, I've laid down all little details that might help you better understand a problem.
So, I'm a BDR Team Lead and our department was recently tasked to come up with a new lead distribution system for SQLs (Sales Qualified Leads, meetings we pass to AEs). We sticked up with a straightforward Distribution Map (BDR would open a table, check # of employees, region, need and easily the one and only AE they need) for a long time.
Things got a bit more complicated since company started to hire a lot of new AEs, so they now share their regions and areas of responsibility. We countered this several months ago by pairing BDRs & AEs for our main regions, so BDRs would always assign leads to a small designated group of AEs they knew and communicated with on a daily basis. It worked flawlessly!
However, now we have a situation with even more AEs hired and they now drastically outnumber BDRs & the whole system is falling apart (leads are not distributed equally, a lot of misalignments), requiring even more manual control than before. It's complicated even more by a fact that BDRs (who're based in Europe) need to schedule meetings for our AEs around the world. We also need to consider things like:
1) AEs experience (if they work for less than 3 months, they get only leads with small potential)
2) Regions
3) Customer need (different AEs for different products)
4) Industry (for some regions there are industry-specific AEs)
5) Company headcount & potential in # of users
Overall, it feels like hell of mess I don't know what to do with - so I would deeply appreciate any advice and would gladly provide you with more info if you're ready to dedicate your time to help :)
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