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Introducing the Other Methods of Lead Distribution

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					Introducing the Other Methods of Lead Distribution Perhaps you’ve heard of round robin and FIFO/LILO. You may have also practiced giving your leads to the best producers or agents of your sales department. However, there are also other methods of lead distribution that you have to know. This doesn’t mean that they are the most effective. The key here is to be able to find one that will allow you to maximize your time, effort, and money you spend on every lead while generate the highest possible return on your investment. Giving Same-source Leads to Specific Agents Normally, sales agents are trained to handle any kind of lead. This means that he is well-experienced in dealing with online leads as well as those that have been derived from trade shows, exhibits, and other forms of marketing ploys by the company. However, this special type of sales lead distribution means you’re only giving a set of leads that may come from only one source. For example, sales agent A may be working with sales leads that were gathered from the mailing list, while sales agent B have to track and work with leads that have come from product testing. This is efficient since your sales agents will be able to specialize working with leads from one source. The only problem is that it may take a while before he will get used to working with leads that come from other sources. It may also not prove to be fair, as other sources may generate more number of leads than the other. For instance, sales agent A will be working with twice the number of leads than that of sales agent B, because the online marketing promotion is working more effectively. Random Choosing of Your Sales Agent The concept may confuse you with the FIFO method, but it’s actually totally different. The FIFO method means that the first lead should be the first one to be dealt with by any sales agent who is not at the moment handling anything. With the random choosing, however, the sales leads become up for grabs. You just need to wait for someone who is willing to take on such lead and make sure that he’s going to be able to close a sale in the end. When you know that your sales agents are the most assertive and aggressive people that you’ve ever met, this method will surely work. They don’t make any standards—they just do their work. However, there are also sales agents that are actually very choosy. They love to handle those that appear to be much easier to convince than the others. If your agents fall on the latter, then you’re in deep trouble. Sales Leads to Product Experts

There are some sales agents that are trained to handle a specific product or account. For example, if you’re the owner of Apple, you may have those that are well-versed in mobile phones, while others in other electronics like iPods. Because the information they contain are more concentrated, you can expect them to be able to communicate well with your target leads. They can easily discuss the benefits and features of the products, and usually, they know how to position the brand that it becomes easy for them to convert sales leads to customers. The dilemma starts, though, if wrong sales leads fall into their hands. The leads may be passed on from one sales agent to another, and worse, the amount of time that the sales agent may have spent on a misplaced sales lead will never be get back. You can use a lead routing software to help you out in distributing your sales leads. But be ready of the fact that it may actually be a trial and error at first. Nevertheless, along the way, you’re going to learn some essential things, which will help you determine the most ideal lead assignment scheme for your business. Content provided by: www.leadanalytics-info.com Visit our lead management software sponsor: www.leads360.com


				
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posted:10/10/2008
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Description: Perhaps you’ve heard of round robin and FIFOLILO. You may have also practiced giving your leads to the best producers or agents of your sales department. However, there are also other methods of lead distribution that you have to know. This doesn’t mean that they are the most effective. The key here is to be able to find one that will allow you to maximize your time, effort, and money you spend on every lead while generate the highest possible return on your investment.
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