If you have a sales rep with a large open pipeline to close, you can route any new leads to reps with a lower pipeline since they’ll have more capacity to work that lead.
Why this matters: There are other considerations to make this equitable (like an individual quota, rep performance, and closed-won rates) but in general, this criterion helps sales teams operate at maximum list of brazil cell phone numbers efficiency and creates a culture of transparency. It also mitigates burnout for high-performing reps, who may be working overtime to deal with a big pipeline but don’t want to ask their leaders to throttle it down.New call-to-action
Rep Performance
What it is: Controlling how many leads go to reps based on their revenue performance.
Example: If you have a sales rep or team with higher close rates, you may want to route specific leads their way (e.g. higher dollar-value leads, strategic partnership opportunities, big logos) or just send them more leads of any kind overall.
Why this matters: Not only does this make obvious sense for your top line by increasing your chances of closing revenue, but it also rewards high-performing reps and allows them to potentially rise faster through your sales organization. This approach requires a lead routing solution that’s dynamic enough to measure performance on a regular cadence and automatically modify lead routing. Without it, sales operations will need to make manual changes to automation on a regular basis.
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