An Introduction To Lead Routing

Lead routingis a set of rules which helps us to assign the new leads to the correct team member by which our team member fulfills the needs or the requirement of the leads. This is a technique that is extremely helpful to the Sales or Marketing processes. There are two ways that are used for lead routing:

• Manual.
• Automatic.

These are the following technique we used for the Lead routing:

Lead routing by territory (Based on address)

In this technique leads are assigned on the basis of geographical location it means if the leads and you both belong to the same location so you can easily get the leads.

Lead routing by company hierarchy (Based on company offices)

In this method, leads are assigned on the basis of the level of team members. It means that the first opportunity for the senior team member who are having more experience in comparison to others, then the rest of the leads are assigned to the other.

Lead routing by use case (On the basis of lead request)

This type of routing helps you direct qualified leads through to reps who are experts in the field.

Lead routing by deal value

Routing the lead on the basis of the price of the deal price.

For ex:-

If any lead has the requirement to purchase the property on the $980000, then we need to assign this user who has great knowledge of this criteria properties.

Lead routing by availability

This technique is based on the availability of the team member which means if you are available then we have more chance to get the leads.

Round Robin

In the Round Robin technique all the leads are equally distributed betweenall company members and if any team member is not able to reply on assigning the lead, then assigning the lead to the other team member.

Top Performer Distribution

In this technique, leads are assigned based on the performance of the team member. It means that if you have the good performance then you can get more leads in comparison to others.

Based on the Territory

Consider the Lead and/or owner’s location (territory values) for assignment.

Shark tank

A queue-based Lead routing model, which allows queue members to take ownership of Leads as they see fit. There’s the risk of duplicating work or ‘crossing the wires’ of communication.

Agent/Broker can select the leads according to their comfort.

Skill-based

Route Lead records based on needs, according to the owner’s skill set (Response time).

Reassignment

Move Leads to either different owners or queues, for example, based on inactivity or stages being completed.

Capacity-based

Account agents’ availability and workload when routing Leads.

Tiebreakers

If multiple criteria are met, this will determine which owner should take priority when routing Leads.

Cherry-pick

Allows users to decide which Leads they action (and which they don’t) without an automatic, logical way to distribute records.

Blast

Distribute one lead to many agents at the same time

Conclusion

This technique is extremely helpful for CRM and Sales type applications in lead distribution.