Salesforce Lead Management » Load-Balancing Leads Across Sales Reps in Salesforce

LOAD-BALANCING LEADS ACROSS SALES REPS IN SALESFORCE

load balancing leads in salesforceIn 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.

Caps & Quotas

A relatively simple way to do load balancing is to use caps and quotas. With caps in place, a sales rep would not be considered for the next lead if they’d already hit their cap for the maximum number of leads assigned to them in a given day, week or month.

Quotas, on the other hand, can be used to limit the number of “active” leads, so this has a big bearing on real-time workload. Different sales reps, with different skills and experience, can be given different quotas to reflect their different capabilities. By using both caps and quotas, Q-assign can distribute leads to sales reps fairly whilst also taking into account capability and workload.

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lead assignment best practice

BEST PRACTICE: LEAD ASSIGNMENT SYSTEMS IN HIGH-VOLUME SALESFORCE ORGANIZATIONS

Dynamic load-balancing

A more sophisticated approach to managing workloads, which is prevalent amongst high-volume teams, is to deploy dynamic load-balancing. Q-assign uses Points Scoring Rules to enable the workload for each sales rep to be calculated to reflect the amount of effort each lead will require. Load points can be calculated for each and every lead based on factors such as complexity, volume, type of product and value.  Each team member can be given a different workload threshold in terms of load points (how much workload each can handle).

Calculating Active Load Points

This Q-assign feature calculates points for active leads assigned to a sales rep. Separate points for each active lead are then added together to show the Active Load Points of each rep. Based on these load points, incoming leads will get assigned to matched reps with the lowest workload first and so the workload across all sales reps is balanced dynamically.

Balance Workload across both Lead and Opportunity objects

Q-assign can even manage and balance workloads across multiple objects.  For example, if reps are working on both Leads and Opportunities, Q-assign can calculate total active load points across all leads and opportunities for each and every rep, and manage the load-balancing accordingly.

Increase throughput, productivity and performance

By using load-balancing, in conjunction with dynamic rules, sales teams can dramatically improve their results. Lead throughput increases because leads are no longer stuck in bottlenecks, waiting for a sales rep to become free. Response times increase because queue-time is now minimized. And conversion rates increase due to those shorter response times and also because the leads are now being matched to the right sales rep with the right skills. Win, win, win.

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MORE USE CASES

Typical pain-points and use cases for high-volume Sales teams

SALES TEAMS

  • Automate Leads
  • Automate Opportunities
  • Dynamic lead assignment
  • Round robin leads
  • Load-balancing across reps
  • Prioritize hot leads
  • Reassign neglected leads
  • Eliminate cherry-picking