Objective
The primary aim of this use case is to establish a fair and efficient system for distributing Leads among sales team members, thereby optimizing individual performance and overall productivity.
Pre-conditions
- Salesforce CRM is fully implemented and customized according to organizational needs.
- Q-assign app is installed and configured.
- Sales team members are trained on using Q-assign within Salesforce.
Actors
- Sales Team
- Sales Managers
- System Administrators
Workflow
- Lead Generation: Leads are generated through various channels and entered into Salesforce.
- Workload Assessment: Q-assign assesses the current workload of each sales representative.
- Performance Metrics: Past performance metrics of sales representatives are factored in.
- Weighted Round-Robin Assignment: Leads are distributed based on a weighted round-robin system that considers both workload and past performance.
- Notification: Sales representatives receive real-time notifications about their newly assigned Leads.
- Engagement: Sales representatives engage with the assigned Leads.
- Monitoring: Sales managers track the effectiveness of the distribution system and individual performance.
Post-conditions
- Leads are evenly and fairly distributed among sales representatives.
- Sales team efficiency is optimized, eliminating bottlenecks and cherry-picking.
- Comprehensive reports are available for performance analysis.
Exceptions
- Leads with incomplete or erroneous data are automatically flagged for review.
- Leads that remain unattended are automatically re-routed to available sales representatives.
Metrics for Success
- Reduction in lead assignment time.
- Increase in team productivity.
- Enhanced fairness in lead distribution.
