Howdy savages,
Since joining this company I've excelled on the inbound team (yes, inbound...we play the hand we're dealt), however a wrinkle has developed which is setting me back. See, our inbound system used to work on a carousel wherein each rep would be assigned leads in order as they came in, ensuring equal distribution. This is no longer the case.
We are now working on a first-come, first-served basis to reduce time-to-first-contact. It's an understandable strategy, and I've done very well for myself so far (I've been grinding our closed-lost list in my spare time and scanning our voicemail inbox to buff my pipeline). However, of the seven people on my team, the vast majority of our direct inbound (demo request via marketing) leads are going to one person. The only way to get a lead is by chance if this one rep is on the phone or it's outside their hours (East/West coast teams).
All inbound leads currently arrive in a SalesForce lead list (Unassigned Leads), and whoever changes ownership first gets the lead. I have that list open eight hours per day on a five second automatic refresh, and believe me, I'm not taking my eyes off that thing...ever. It takes me an average (timed) of ~5 seconds from first seeing the lead to switching ownership.
My problem, and that of the other reps on my team, is that one person is consistently switching ownership less than a second after they appear in the list. Numerically, it should be next to impossible to beat me, letalone the other reps who have all devised their own ways of switching as fast as possible. However, none of us are able to get there first.
Management will not touch the issue either. Additionally, they raised quota by 20% after three quarters of >80% of the team successfully "not hitting" target. Although the logic behind this is baffling, there's not much I can do.
I'm just over halfway to quota, and I'm currently in second place. I have two weeks to move as much size as humanly conceivable.
My question remains, what would you do if you were me? I don't want to leave as I'm pretty well set so long as I hit quota, but I do not see a path given the disparity in lead distribution. Is there a feature in SalesForce I can use to my advantage that I don't know about, or something I can leverage that I'm not seeing? Any advice appreciated here.
Thank you,
Scooter
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