What does your lead assignment set up look like?

Lauren_Beth
Level 5

What does your lead assignment set up look like?

We are constantly looking to improve upon our lead assignment process for sales reps and am very interested to hear how other companies handle this.  For a bit of context, we are a SME global business with a large amount of territories further broken out by region.  This has meant it is very difficult for us to fully automate assignment given the many variables at play.  At the moment, leads go into regional Salesforce queues first by region then by territory and are assigned by team managers out to reps.  It's a mix of manual/auto that is working adequately but we'd like to eventually take out as many manual elements as we can.

My questions are:

  1. How do you handle lead assignment?
  2. Are you using internal sales team members to vet and assign leads?
  3. Have you used any apps/vendors that have helped you make your process as robust as possible?
  4. Is full automation a reality for lead assignment for your organization? 

Thank you!

2 REPLIES 2
Josh_Hill13
Level 10 - Champion Alumni

Re: What does your lead assignment set up look like?

I highly recommend putting LARs in SFDC or CRM. Marketo can do this as long as it is fairly simple with a few choices.

  • MQLs should go to SDR/BDR team if you have one.
  • Not sure what you mean by other Apps, but there are lots of possibilities in terms of enrichment.
  • Automation is a reality and a necessity for any organization. People should not need to be involved in a defined Rules based routing system.
Lauren_Beth
Level 5

Re: What does your lead assignment set up look like?

Thank you, Josh.  We seem to have more rules, lead routes and queues than two or three organizations combined given our business model, thus why complete automation has been elusive thus far. We do not have a SDR team though it has peaked the interest of our sales board as of late.