The Ins & Outs of Lead Distributions [+5 of the Best Tools for It]

No two sales reps are the same. They all have their share of strengths and shortcomings — qualities that ultimately shape如何they sell. Similarly, every prospect has their own interests and needs, informing the nature of如何他们喜欢被卖给。

In many cases, those "怎么样" between reps and prospects can align — naturally making for smoother, more amicable sales efforts. That trend begs the question,"How can I ensure that the right reps are pursuing the most appropriate prospects?"

Well, the answer might lie in a practice known aslead distribution.在这里，我们将进一步探讨该概念，回顾其基本原理和最佳实践，看看一些突出的潜在客户分配策略，并查看一些支持它的最佳软件解决方案。bob电竞官方下载

Let's dive in.

A solid lead distribution strategy is one of the better ways to maximize your sales org's efficiency and make the most of your reps' individual strengths. Leads are unique. They all have preferences and pain points — specific to factors like their scale, industry, location, and market position.

您的销售人员也是如此。正如我提到的，其中没有两个是相同的。他们一定有一定的素质，使他们每个人都有更好的能力出售给不同种类的买家。这些趋势的潜在客户发行。它使您可以将代表与最容易接受其个人销售品牌的潜在客户进行匹配。

这种通常的自动化过程可以帮助您从销售组织的更广泛的性能中减少一些脂肪。通过将销售人员与他们具有最有效处理的经验或敏锐度来处理的潜在客户类型，您可以确保充分利用组织的机会。

Lead Distribution Fundamentals

正如我提到的，潜在客户通常是一个自动化过程，但是您仍然需要采取一些关键操作，以确保您获得尽可能多的策略。

Capturing and Delivering Leads

它可能不用说，但是如果没有任何潜在客户分发，您就无法分发潜在客户。任何稳定的潜在客户分配策略都始于有效的潜在客户捕获和交付过程 - 通常由自动潜在客户生成资源支持。bob体育苹果系统下载安装潜在客户需要尽可能无缝地从营销过渡到销售，这些工具可以促进该过程。

筛选质量

铅分布只能是所以efficient and effective if your leads aren't properly screened for quality. You need to know that the leads your sales reps will ultimately pursue are legitimately suited for your product or service.

您必须考虑公司规模，财务环境，业务需求以及任何其他决定的因素bob全站appwhatand如何a prospect is going to buy. From there, you can weed out prospects that aren't worth your time — providing your sales reps with a better, more refined, viable crop of leads.

Setting Criteria and Standards

The whole point of lead distribution is pairing reps with the leads they're best equipped to handle — that can't happen arbitrarily. And unless you're planning on putting a sizable time commitment into distributing leads manually, you need to have firm criteria for identifying which leads should go to which reps.

The key factors at play with this step will vary from business to business and team to team, but they generally include elements like reps' regional knowledge, experience, seniority, overall performance, and current commitments to other deals.

Transparency and Keeping Reps Posted

您的代表需要了解您的潜在客户发行策略背后的逻辑 - 因此，请将其纳入有关您将要收到的线索设定的标准的循环中。他们需要一张有关与谁合作的图片，以及为什么他们最好能够处理他们的想法。

Letting them in on those elements of the process will help guide better-informed sales efforts and communication. It will also keep reps from being confused or dejected about receiving leads they might be struggling with. It might even help to include your reps in the criteria-setting process.

You'll also want to immediately notify reps of incoming leads as soon as you can. Your team needs to stay on top of their outreach — lead distribution can only be so effective if you're not consistently making something of the leads that come in.

Lead Distribution Strategies

1。Round Robin

The "Round Robin" method is one of the more straightforward lead distribution strategies sales orgs have at their disposal. It's a process where your reps automatically receive an evenly distributed volume of leads in the same order — without much tiering or criteria-based screening.

Its primary draw is in its simplicity — it's not particularly difficult to implement and track. That said, it's one of the less sophisticated strategies listed here. The method often doesn't account for reps' strengths, availability, or experience as much as others.

2.樱桃挑选

“樱桃挑选”策略在潜在客户分配过程中为代表提供了更多的自主权和代理。使用这种方法，允许销售人员从现有游泳池中选择自己的潜在客户，并在他们认为合适的情况下追求它们。

This process can foster healthy competition and a sense of urgency within a sales org — reps are pressed to take initiative, put in extra effort, and try to prove themselves.

That said, this method also leans on the fact that certain leads are much more desirable than others. If you give your reps their choice of leads, you might wind up leaving smaller or more challenging deals on the table.

3.特定区域

The "Region-Specific" strategy is relatively self-explanatory. It involves partitioning groups of leads by geographic area and delegating the distribution process to the territory managers that cover each region.

This method allows you to account for reps' knowledge of regional preferences, location-specific needs, and the most prevalent personas by area. But not all regions are created equal.

有些比其他人更活跃和有利可图。如果您选择采用此策略，则可能会冒着牺牲效率并似乎赞成某些代表子组的风险，这两个因素可能破坏您的销售组织的士气。

4。Shotgun

“ shot弹枪”策略始于根据其优势，技能和经验对代表进行分组。建立了这些小组后，您就将潜在客户划分为基于合适和相关性。从那里开始，构成每个小组主张的代表自行领导。

这个方法是一个更有针对性的策略listed here. It lets you match leads with reps who are particularly well-equipped to handle them. It can also foster a healthy competitive spirit within a sales org — but it rests on you having enough leads to go around.

If you have a disproportionately low number of leads, relative to your number of reps, your team's morale can take a hit. It also assumes your salespeople have a certain degree of integrity and selflessness that isn't always there — encouraging "lead-hoarding" is a risk you run with this method.

5。Manual

"Manual" distribution is exactly what it sounds like — personally designating leads for your reps, yourself. It gives you a degree of control of the lead distribution process that no other strategy listed here can match. The strategy allows you to faithfully adhere to the criteria you use to set reps apart from one another.

If you thoroughly understand how your reps operate, you can leverage this strategy to play to their strengths. But this method comes with its share of drawbacks. As you can probably assume, manual distribution is extremely labor-intensive — so if you're working with a larger team, there's a good chance it won't be worth the effort.

Lead Distribution Software

1。集线器销售量Hub

Pricing:Included with Sales Hub Professional Plan at $450/Month

集线器's lead management software can set the stage for extremely effective lead distribution. It offers an integrated database that provides visibility into your broader pool of leads with individual contact profiles.

Those features — paired with its first-rate lead scoring and prioritizing resources — allow you to gather the necessary insight to thoughtfully and pointedly assign leads to your most qualified reps.

Best for Mid-to-Enterprise Size Businesses

集线器's full suite of lead management tools comes with its Sales Hub Professional Plan — a plan offered at a premium that smaller businesses might not be interested in springing for. Still, Sales Hub's lead management capabilities, along with the extensive list of other resources included with it, easily account for the price tag.

2。蛋糕

Pricing: Contact for Pricing

蛋糕offers an automated lead generation solution for capturing, qualifying, and distributing leads in real-time. It considers factors like lead quality, buyer activity, and traffic source performance — helping you better understand lead behavior and, in turn, more effectively designate them to the most qualified reps.

Best for Advertisers, Networks, and Publishers

蛋糕bills itself as a platform best suited for advertisers, networks, and publishers — and its list of clientele reflects that. Though the program's suite of features can work for virtually any kind of business, those types of firms tend to get the most out of it. If your company fits that bill, consider looking into CAKE.

3。Lead Prosper

Pricing:$0.02/Transaction

Lead Prosper是一种强大的潜在客户交付资源，可将可访问性与强大功能相吻合。它的功能套件可以使您对潜在客户的兴趣和生存能力有透彻的了解 - 允许更有效，尖锐的潜在客户分配。

在实时分析，对铅行为的全面知名度以及许多其他功能的支持下，Lead Prosper是塑造生产性潜在客户分配策略的更好解决方案之一。

Best for Businesses Interested in a Pay-as-You-Go Pricing Structure

Lead Prosper's pricing model is what sets it apart from other options on this list. It's tailored to suit businesses as they grow by only covering the leads they actually generate.

Like any other pay-as-you-go model, it might not be cost-effective after your company has matured beyond a certain point. But if you're interested in a solid lead distribution resource that grows with you, check out Lead Prosper.

4。Phonexa

Pricing:Plans Starting at $100/Month

Phonexa is a dedicated lead distribution software that helps facilitate the process easily and productively. It offers first-rate reporting, automation, and routing resources that come together to make for one of the most efficient, effective lead distribution solutions on the market.

最适合在潜在客户资格和限制中寻求灵活性和自主权的企业

While its suite of capabilities is extensive in its own right, Phonexa's lead qualification and restriction features are what set it apart from similar solutions. The software allows you to set detailed qualifications for the leads you accept — it also gives you the flexibility to reliably relax those restrictions at will. That combination of sophistication and accessibility in setting criteria for accepted leads makes Phonexa an attractive option for businesses of most sizes.

5。Adrack

Pricing:免费计划

Adrack's target audience is reflected in its name — it's a lead distribution resource, tailored to suit the needs of advertisers, publishers, and agencies. It allows users to fully automate the full lead distribution process. It offers resources for real-time lead validation and first-rate custom assignment features.

最适合对可定制解决方案感兴趣的企业

Adrack's customization capabilities make it one of the more attractive lead distribution solutions available. The platform allows for the creation of detailed, effective lead requirements for thoughtful, productive assignments to your most qualified reps.

如果你有兴趣在一个解决方案,提供给你a higher degree of autonomy in how you set your distribution criteria — particularly if you fit Adrack's target base — consider looking into the software.

Wordpress Lead Distribution Plugin

Contact Form 7 Round Robin Lead Distribution

从名称中可以看出，“联系表7循环插件”是一种方便的资源，可以支持较小规模的“循环”线索分配策略。开源软件可以成为没有大量潜在客户bob电竞官方下载分发的小型企业或初创公司的可靠资源。

When done correctly, lead distribution is a practice that can make for leaner, more productive sales efforts. If you can thoughtfully categorize your sales reps, determine a strategy that best fits your sales org, and support your chosen method with the right technology, you can put both yourself and your reps in a solid position to make the most of the leads you capture.