Fellas, how does deal attribution work with yall?

So I work with a team of 15 reps. We sell a SaaS software, leads primarily come from social media ads.


We demo the software, process dictates that we work on on the deal for 2 months and then mark it as lost if it's leading nowhere. Our sales cycle is typically 3-4 weeks otherwise (deal that close, usually close in this span)


I wanted to know, if the prospect were to come back after 2 months and register as a new lead and the lead were assigned to another rep and they closed it, would the deal be attributed to the first rep or second? How does it work where you work? (leads tend to use alternate email IDs on the lead forms so the CRM assigns it to another rep)

☁️ Software Tech
🧢 Sales Management
12
Sunbunny31
Politicker
8
Sr Sales Executive 🐰
Closed/lost is closed/lost. The first rep doesn’t get anything. With your quick churn, it’s bound to happen. Move on to the next one.
jefe
Arsonist
3
🍁
This is really the only answer.

ROE seem pretty clear here. Make it happen or someone else will.
oldcloser
Arsonist
5
💀
So typical in SMB inbound. If you’re told to set it free after 2 months, set it free. If it loves you. It’ll come back to you. There’s a point here. If you didn’t do enough to sell it, it doesn’t love you. If it’s reaching out cold in 3 months, it doesn’t like you— or at least remember you. In that case, you’ve got no claim.

So say something or do something that convinces them you’re the right one to call if/when they come back. “Call me directly so you don’t have to go through all of this again. I’ve got your record and know what you need.” “Remember my name- it’s easy, my name is Bob with the big knob” or whatever fits.
poweredbycaffeine
WR Lieutenant
3
☕️
Sounds like the rules of engagement are in place for a reason. If you’re not closing in your average deal cycle timeframe, and you max out the hold, then it’s up to another rep to close it.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
I think it depends on the circumstances, but as an overall rule I would say after it’s closed it’s fair game. It sucks, but it’s the only fair way to do it IMO.
CuriousFox
WR Officer
2
🦊
It's complete fair game.
Diablo
Politicker
1
Sr. AE
2nd one if the deal is marked lost already. That's how I have seen this happening.
pirate
Big Shot
1
🦜☠️ Account Executive
Attributed to whomever closed it
braintank
Politicker
1
Enterprise Account Executive
The second. First rep didn't close the deal.
Dantback
Executive
1
SDR
Where I work I'm the only SDR in a 1500 person org with two AE's above me so have a world of issues but not that one haha
Justatitle
Big Shot
0
Account Executive
One who closed it.
Armageddon
Opinionated
0
Enterprise Account Executive
Do you have the ability to stay on the account and outbound them? if that were the case, Id expect to keep attribution if you maintained touch
Jackrabbit69
Valued Contributor
0
Business Development
Yes! If I were allowed to I would've. I've had a history of closing (un) winnable deals that take longer to nurture. What hurts with the most recent instance of this attribution going to someone else is that within 10 days of last contact with the prospect, they've signed up again on our ad and the deal 's gone to the other rep. Hell the prospect was in touch with me till the night before he closed!
Jackrabbit69
Valued Contributor
0
Business Development
So here's how my company handled it - they said we both put in effort and they're splitting the commission. But I realize that this isn't well thought out. As in my managers haven't really thought of ROE here well. Lots of edge cases, lots of instances like this in the past that they've dealt with in a very duct tape sorta way.
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