Here’s what Nick says about it:
Posted: Tue Jan 28, 2025 3:59 am
After chatting with Nick about the lead distribution process at Close, he added, “I can describe our lead assignment process in two or three sentences. If you can’t describe your process quickly, you’ll have a problem when recruiting to your sales team. Keep it simple at first and build onto that over time.”
If you've got an excellent lead response time, follow up with quality leads, and enable your reps to close deals without worrying about how the lead assignment works and whether it's fair, things are probably in a good state.
Attract and Retain Top Sales Talent with Transparent Lead Distribution
According to Nick, a transparent lead distribution process is also a critical step in retaining top sales talent:
“One of the big reasons why many salespeople leave bigger organizations is that their lead distribution process is opaque,” he says.
“Either because it's opaque by design because that's just how the organization is built–which I strongly disagree with–or it’s become so out of their control that they can’t describe how it works.”
“So be rigorous about updating the documentation georgia telegram data and use that as a feature to acquire and retain great salespeople because they will appreciate that. They feel like they're getting a fair shake. They're going to do everything you expect them to do and ultimately be happy in the role in the company they work for.”
Use Weighted Distribution to Reward High Performers
Many sales leaders use metrics with a monetary value, such as revenue generated, to reward their sales reps.
However, rewarding reps based on the money they brought in can be unfair to other reps.
“I’ve found it’s often not the best predictor of a salesperson’s effectiveness. For example, if one in a hundred leads is over $1M, and one salesperson happens to land two of them in a quarter, of course, their numbers will be at the top because they got the best lead.”
“While you do want to reward people for closing big deals, you can’t make money a black-and-white descriptor of their effort.”
If you've got an excellent lead response time, follow up with quality leads, and enable your reps to close deals without worrying about how the lead assignment works and whether it's fair, things are probably in a good state.
Attract and Retain Top Sales Talent with Transparent Lead Distribution
According to Nick, a transparent lead distribution process is also a critical step in retaining top sales talent:
“One of the big reasons why many salespeople leave bigger organizations is that their lead distribution process is opaque,” he says.
“Either because it's opaque by design because that's just how the organization is built–which I strongly disagree with–or it’s become so out of their control that they can’t describe how it works.”
“So be rigorous about updating the documentation georgia telegram data and use that as a feature to acquire and retain great salespeople because they will appreciate that. They feel like they're getting a fair shake. They're going to do everything you expect them to do and ultimately be happy in the role in the company they work for.”
Use Weighted Distribution to Reward High Performers
Many sales leaders use metrics with a monetary value, such as revenue generated, to reward their sales reps.
However, rewarding reps based on the money they brought in can be unfair to other reps.
“I’ve found it’s often not the best predictor of a salesperson’s effectiveness. For example, if one in a hundred leads is over $1M, and one salesperson happens to land two of them in a quarter, of course, their numbers will be at the top because they got the best lead.”
“While you do want to reward people for closing big deals, you can’t make money a black-and-white descriptor of their effort.”