BillyHoyle

Senior Account Executive

What's the Most Democratic Way to Distribute Inbound Leads?

Hey y'all. I'm needing to roll out a new lead distro system and I'm curious if the community has any thoughts on the most democratic way to do this so that it doesn't lead to an uprising.

As it stands today, anyone can sell any account, so leads would not map to a specific AE. Also, we have an SDR team that qualifies / disqualifies before the leads are distro'd to specific AEs.

Are true round robins the way to go? Round robin to specific manager (about 5 managers) and let them choose how to divvy up amongst team?

🧢 Sales Management

23 comments

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detectivegibbles

Politicker

Sales Director

Round robin but I'd make it as transparent as possible.

Total leads for day/week, distributed X to each team, and then continue down the funnel showing each rep is getting fair treatment.

You'll have good data after 2-3 months regarding what reps are producing.

CuriousFox

WR Officer

🦊

Honesty and transparency. I like it.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

YUP!

punishedlad

Tycoon

Business Development Team Lead

*ding ding ding*

SiliconBBQ

Politicker

The Metal Rooster

will still deal aces out to their chosen few. it always goes that way. but at least the idea of a round robin is a much better concept than people just somehow getting into anoterh warm opp.
...or maybe i'm just pissed because we just re-rolled territories for the 3 time in 18 months and i'm on my 5th boss... but we gotta great product.
a

Head of Sales

I'd go double round robin in this case?
Round Robin to the managers and then they Round Robin to their team?

Kosta_Konfucius

Politicker

Sales Rep

100%!

GreenSide

Politicker

Sales manager

If managers have unequal teams it will actually be unfair because the team with fewer reps will have more leads.

Mobi85

Politicker

Regional Sales Manager

Throw the employees in a pit with the lead and yell out "This is ThunderDome" and whoever lasts the longest gets the lead. This may result in having to hire on a lot of people fairly continuously but you will know quickly who wants the leads the most and they will be worked to death.
If that doesn't work then yes a round robin method would be best.

CuriousFox

WR Officer

🦊

💯

Sunbunny31

Politicker

Sr Sales Executive 🐰

Two may enter, one will leave.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I'm still chuckling. This by far is the best answer.

salespal

Good Citizen

Account Executive

Round robin always seems like the way. Also I think the best producer should get the most A+ leads. My old boss would always say the biggest producer gets the bigger shovel.

TennisandSales

Politicker

Head Of Sales

if it was me? It depends on the lead.

a demo request or pricing request id round robin directly to the AE.

any other sort of lead I would round robin to the SDRs.

i feel like a straight round robin is pretty fair.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I'll challenge you a bit here. Our leads come out of BDR/SDR pool, then get distributed round robin to reps.BDRs get to qualify a little to determine if the demo/pricing request is anything to chase. How many times do you get a request and find out it's some random kid goofing off? :)

Diablo

Politicker

Sr. AE

Roundrobin is the best. Why cannot the leads directly go to the BDRs and then AEs once qualified?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Round Robin. Manager can determine who has the capacity to manage the inbound as well - some leads are definitely bigger and need more work than others, so the trick is to try and even out distribution so that it's as fair as possible.
That said, if a specific rep also is an absolute maniac at closing a certain vertical or opportunities in a region, I'd definitely weight that in considering where to pass a lead that maps to those capabilities. It can be an art form - balancing the need to be fair to the reps while taking care of the company and maximizing the potential for close.

ChumpChange

Politicker

Channel Manager

Round-robin lead routing. If you have segmentation rules, make sure they're applied fair and equitably. Just remember if you're going be segmentation... one group generally gets more then the other.

Justatitle

Big Shot

Account Executive

If it's not segmented, skip the managers so they can't play favoritism and route it directly to the reps. Also if it's in the cards this is why Chili Piper was created.

DungeonsNDemos

Big Shot

Rolling 20's all day

Round Robin with a shared sheet so everyone knows that there is no special treatment.

LambyCorn

Arsonist

A mfkn E

Highest closing rate should take them IMO

GreenSide

Politicker

Sales manager

I say round Robin to AEs (if you want to stick SDRs in the first that’s fine).

The other thing to keep in mind without territories is how long someone keeps a lead. Deals aren’t closed after a couple touches. I don’t know how big your deals are but it sucks as an AE to work a lead for a couple months then someone else comes in and closes it because your outreach was good just untimely. If your CRM can handle it, I would say AE keeps it until X months after closing the opp. You choose how many months based on average deal cycle. And the reason for encouraging them to close the opp is because it keeps the pipeline clean if they go dark for a bit.

GingerBarbarian

Opinionated

Lead Sales

Don't ask us. Ask your reps. Make them part of the process to avoid issues in the future.

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BillyHoyle

What's the Most Democratic Way to Distribute Inbound Leads?

23 comments

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