Rudimentary lead assignment systems use lead scoring to do the prioritization. But in high-volume/high-growth environments, a more sophisticated approach is absolutely critical to success. Deploying Assignment Groups, in conjunction with dynamic assignment rules, can truly transform a team’s performance.
Lead Assignment
By switching from a manual lead distribution model to a fully automated lead assignment system, sales team performance. Not only that, but the freed up resources can be re-deployed to work on higher value activities, further boosting productivity
There are a multitude of lead assignment systems, all of which can have an impact on lead throughput, lead conversion rates, team productivity and overall sales performance.
In high-volume sales environments, it’s critical that inbound leads are scored, ranked and prioritized as quickly as possible. You don’t want your hottest leads buried in queues. They need to be quickly identified, surfaced and assigned to the best available sales rep.
In any sales scenario, load-balancing is critical. It’s no use queuing a lead for your best rep if they’re already working on loads of high priority leads. By the same token, you don’t want a rep sat idle just because they are less experienced
Many companies make do with simple assignment systems in Salesforce. Whether it’s Leads, Cases, Work Orders or other work-items, setting up a simple assignment system is relatively straight-forward. But what does best practice look like? What sets the high-achievers apart from the also-rans, is a fully-optimized assignment system which maximizes throughput, productivity and performance.
Assigning a lead to a sales rep is fairly straight-forward. Salesforce can do it using native assignment rules. Pardot can also do the first assignment. But what about reassignment? What if, for whatever reason, the original assignee is unable or unwilling to process a lead which is assigned to them?