Managing leads can be a daunting task. Just think about the quality of the leads your business is getting. Some are superb, some decent, but there are also ones that are not so pleasant. Every company wants only high quality leads that convert, but in real life, you get to deal with all kinds of leads. And this can be intimidating to a lot of sales teams.
This is why you should take into account that leads do vary by type and category, with data coming in from various sources, such as – LinkedIn, Facebook, Twitter, Pinterest, etc. Getting a lead to match with the right sales representative is vital when it comes to conversions.
Each and every sales unit is unique. The skill level of different sales reps could be contrasting. Their experience could differ. Or perhaps, they could even operate in different time zones.
This is where the importance of efficiently distributing the leads comes into play. Utilizing a sufficient lead distribution strategy is exactly what we will be focusing on in this post.
Let us start with an example: sometimes when everything goes right, and you have all the needed information about a lead, but unfortunately you end up assigning the lead to the wrong sales rep. Remember that a bad lead assignment could turn a prospect away.
It is imperative how you distribute leads to your sales reps. Proper lead distribution requires proper tools and management skills to optimize the revenue potential.
There is no doubt that your sales rep team would greatly benefit from appropriate lead distribution. Think about maximizing the delivery process by giving them leads that match their skill profile or their working hours.
When the lead distribution system is fair, the reps will receive leads that match their profile. This will definitely increase your revenue potential and is that not awesome?
Meeting the requirements of different target markets is essential. An adequate system for managing leads could directly result in more conversions! First things first though, we have to answer a vital question concerning every company out there:
Let’s face it, first impressions matter and building the right rapport with a prospect is important! Every lead has a personality of their own, and they need to be matched with the right people on your team to bring you one step closer to making a sale.
And that is why a modern sales team would utilize lead distribution strategies to increase their conversion rates. When you have the right lead mixed with the right representative, that’s when the magic happens.
There are many ways to distribute leads to your team, and you know the best strategy that would work for your sales team. But some of the most common ways to do it are:
– Rule based Automation
If you are a 2-3 people team, manual distribution works great. But as soon as you team grows beyond that you start feeling the pain. Leads start getting assigned slower, and re-assignment becomes a headache.
And everyone understands the consequences of leads getting cold – not optimal for your business, to put it lightly.
A study conducted on the subject of how different lead distribution tactics affect revenue potential shows that an automated approach yields a far greater conversion rate. In fact, the results of this research, which contained data from both B2C and B2B companies, concluded that conversion rates increase with around 87% when the auto lead distribution plan is utilized.
Do you see where this is going? The benefits of employing an automated lead distribution plan are crystal-clear:
– Speed of distributed leads
– Compatibility of distributed leads
– Increased revenue
– Faster response times
You can bet that these elements will help you convert leads into sales and increase the overall revenue potential of your company.
In this regard, responding to leads swiftly and using the most prolific skillful sales reps to handle the leads, are the essential techniques for boosting your business’ conversion rates. And now we move onto something vital:
First off, sales teams are unique in their structure and skill levels. This is why a ‘one size fits all’ lead distribution strategy would not work. Also, keep in mind that choosing the right lead distribution technique for your business relies on your goals (growth, efficiency, retention, customer service, etc.) and overall concept.
Still though, when you take into account the proven track record of automated lead distribution, this plan is definitely worthy of consideration. Not only are the leads going to be distributed fairly among your reps, but response time to leads will be vastly improved. Think of it as the perfect recipe for giving your conversions a boost!
As a direct result, your company will enjoy a robust growth in revenue. Improved compatibility, speed and response times for your lead distribution – guys, is that not what every business strives for?
So, it is safe to conclude that using a proper lead distribution strategy is essential for any business these days. From B2C to B2B, every company requires adequate care for their leads to stimulate a healthy increase in profit.
A good lead distribution process is not a ‘should have’ but it is a total must have for every sales team. The benefits of having a lead distribution strategy far outweigh the caveats. It is as simple as that, period.