A rudimentary lead assignment system might assign leads to sales reps based on fair and even distribution, irrespective of the reps’ availability status.  This means reps will continue to receive leads when they go to lunch, log-off for the day or are otherwise engaged.  This ensures everyone gets a “crack of the whip” and no one needs to get overly stressed about missing out on their fair share of leads.

However, such a system is incredibly inefficient and damages the overall performance of the team.  Leads which are in a queue, waiting for an agent to log back in, no matter how good or experienced they are, are going cold fast.  Every minute lost decreases the chance that the lead will be converted.

In a high performance team, leads will only be assigned to available, logged-in agents. Q-assign can be configured to ignore unavailable agents and then to match the lead to the very best available agent out of all those that are logged-in. Fairness can be maintained using dynamic assignment rules, which take workloads, weightings, caps and quotas into consideration, prior to deciding on the final destination for each lead.

By configuring Q-assign to route leads to logged-in agents only, lead throughput can be optimized whilst productivity and performance are maximized, leading to better results all round.

How To Build a High Performance Sales Team in Salesforce

8 Steps to Re-building a high performance Sales team on Salesforce (in 30 days)

Part 1 – Assign leads automatically in Salesforce
Shorten response times, increase productivity & performance, reduce manual tasks

Part 2 – Score, rank & prioritize hot leads
Assign most valuable leads to best available reps to maximize conversions

Part 3 – Automate load-balancing
Optimize team productivity and improve performance by balancing workloads automatically

Part 4 – Assign leads to logged-in reps only
Assign only to available agents to increase throughput and overall performance

Part 5 – Eliminate cherry-picking by sales reps
Pick up incremental revenue & boost team-performance, by stopping reps from cherry-picking

Part 6 – Re-assign untended leads waiting in queues
Leads go cold. Assign untended leads to available reps & shorten response times

Part 7 – Auto-match leads to reps by skill-set & experience
Increase conversion rates, throughput & performance by matching lead attributes to rep capabilities

Part 8 – Reduce & simplify lead assignment rules
Empower managers, break the dependency on IT, reduce Salesforce overheads


Ortoo develops workforce productivity apps for the Salesforce CRM platform. We are passionate about helping Salesforce organizations to achieve more with less. To that end, our apps are designed to help eliminate manual tasks, to empower managers, to enable teams and to reduce their depency on IT departments. 

Most importantly, our apps enable Sales and Service teams to increase throughput, productivity and performance by intelligently creating & updating work-items (e.g. Leads and Cases) and assigning them to the very best available Salesforce user at a given moment in time.

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