Maximize Sales Success: Tailoring Leads and Reps for Optimal Results

Name: Maximize Sales Success: Tailoring Leads and Reps for Optimal Results
Uploaded: 2023-08-27T14:30:11+00:00
Duration: 47 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin explains how to match leads with the right reps as your sales team grows. Score leads, set service-level agreements, and route them based…

27 Aug 2023 · 1 min

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0:47

Jason M. Lemkin explains how to match leads with the right reps as your sales team grows. Score leads, set service-level agreements, and route them based on what each rep handles best. Around three to five sellers, start segmenting: assign big-deal specialists to enterprise and high-volume reps to SMB accounts.

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What's important is that the right rep gets the right type of lead, the right number of leads, um, and the ones optimized for them. If you have one rep, this doesn't really matter if you have two, but even by the time you have 3, 4, or 5 reps, let alone more, it's— some reps will— can handle more leads than others. Some will be overwhelmed with too many. Some follow up very quickly. Some are slow on some of the leads. So you need to take them away with SLAs and others. Whatever you do, you've got to score them and route them to the right reps and make sure they get the most optimized number. And if even if you're at 4 or 5 reps, you're probably ready to even also to break your team up. Have, have the one that's better at bigger deals handle the bigger ones. Have the one that can handle a lot of volume do SMBs. Um, you don't have to specialize 100% if it stresses the team out, but even by reps 4 or 5, they're ready to specialize by segment and customer size as well. And, and a lot of folks wait.