CadenceCombat profile picture
CadenceCombat profile picture

CadenceCombat

Account Executive

Tycoon
Arsonist
Politicker
+12

Inbound lead manipulation

Curious how common and what the awareness is of the inbound lead rotation being manipulated, thereby making it unfair by favouring certain reps.


For example, sales manager tells a rep to create an account in salesforce before it’s assigned as an inbound lead and being given to that rep by default.

Does your org manipulate the inbound lead rotation?

Attached poll
*Voting in this poll no longer yields commission.
🤷‍♂ Poll
👫 LEAD GEN
18

21 comment

Sort by:
CuriousFox
WR Officer
15
🦊
No clue. What's an inbound lead? 🦐☠
CadenceCombat
Tycoon
17
Account Executive
Hey, great news… [email protected] requested a demo. Don’t waste this, we’re paying $600 per lead.
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
I felt this.
Pachacuti
Politicker
7
They call me Daddy, Sales Daddy
We have geographical areas so lead maniac is basically an non-factor
braintank
Politicker
3
Enterprise Account Executive
This is the answer
CadenceCombat
Tycoon
3
Account Executive
I need to get me one of these lead maniacs.
Nairobi
Politicker
5
AE
Yep, my last manager always did and that’s also one of the reasons why I left
CadenceCombat
Tycoon
1
Account Executive
Brutal. Glad to hear you left.
GingerBarbarian
Opinionated
4
Lead Sales
This would be a major issue if I caught a sales manager doing this. It would kill any trust I had with them, even if it was in my favor.

With that said, there could be a very simple explanation. I have had inbound leads who filled out a form online and then call. A rep puts their info in the system before the form generates and goes through lead routing. Improbable, but still possible.
poweredbycaffeine
WR Lieutenant
4
☕️
I’ve found that the larger the company, the more fuckery there is. Easier to hide favoritism and “errors”. Every funnel I’ve run I do my best to keep reps honest and if I see hands in the cookie jar, no cookies for the rest of the month. Hit the phones, hombre.
SgtAE
WR Officer
4
AE
Honestly once we split the inbound and outbound teams apart it did make things easier for us.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Not as far as I'm aware. Certain leads do get to certain reps, but there's an attempt to balance that with other leads so that everyone has a line of sight to quota and it's as fair as possible.
TennisandSales
Politicker
2
Head Of Sales
the few orgs ive worked at that have had an actual rotation, this hasnt been a problem. (or its been hidden super well.)

but if you catch it, i would bring it up to your manager casually and then everytime you catch it , keep brining it up
ChumpChange
Politicker
2
Channel Manager
Manager here. I will only do this if I see one of my AE's at their comp max receive another good lead. I will then migrate it over to the next sales resource that's close to the plan.
oldcloser
Arsonist
0
💀
Agreed in theory, but in todays world getting your hands dirty no matter what your intentions are can and will bite you. Give a brown female’s lead to a white male? You’re fucked. Safety first.
Diablo
Politicker
1
Sr. AE
I have caught one rep doing this but with a BDR. Shit feeling but it is.
rainmakerinthemaking
Politicker
1
Enterprise Sales executive
Happen to me in my current company, and I highlighted it to the MD. fkers get more tactical after MD spoke to them.
RandyLahey
Politicker
1
Account Executive
Sadly, this was a reality I encountered at my last role, and I had legit proof.

It was difficult to approach leadership with this, but I ultimately did and just a few weeks later, I was laid off.
jefe
Arsonist
1
🍁
I've definitely seen it.
J.J.McLure
Politicker
1
Owner at *redacted*
I’ll answer this for my previous company as I haven’t been at my new one long enough to tell.

Absolutely 100% yes, they weren’t even subtle about it
Maximas
Tycoon
-1
Senior Sales Executive
That's really scarce as if it was detected, most of the reps wouldn't be staying so long and would jump the ship whenever they have a chance!

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