Jason M. Lemkin and a co-host share five ways to route leads to early sales reps. Specialize by deal size at rep three, use round-robin before territories get complex, reclaim leads your team ignores, watch how many leads each rep can actually handle, and score leads early so mid-tier deals go to reps who close them.
Wanted to chat about today about something super important so that you can scale effectively, which is how to improve how you allocate your leads to your reps.
And this really doesn't matter.
For the first couple of reps you'll basically give them whatever leads come in.
But as early as rep number three, it's really important that you get the.
Right lead to the right rep to maximize the revenue per lead.
Let me give you five quick tips.
That we talked about on SAASTR this week.
The most important thing to realize is you can specialize really as early as.
Rep number three, maybe even rep number two, but certainly rep number three.
And that means getting get reps that are good at smaller leads versus larger.
Leads or small, medium and large and.
Route smaller leads to the folks good.
At that and larger leads to the folks specialized on large.
Do this early and you'll see a.
Lot more revenue per lead as folks specialize on the workflows and the needs of customers of different sizes.
The second thing make sure you do.
If you bring bigger company people in your company is don't go to territories too fast.
Everyone from a big company wants to.
Talk about a patch or a territory.
But do that earlier than rap 6, 10, 20 and it's too much complexity. And more importantly, territories aren't fair. The California territory is often much bigger.
Than the Nevada territory in the early days.
So use round robin, keep it simple.
And just route leads sometimes based on size specialized. But just do round robin until there's a real need to do otherwise.
Three, maybe most importantly is take away leads that aren't followed up. You gotta figure out how to do this. If a rep doesn't follow up within an hour, within minutes, certainly within 24 days, give it to rep number four or five or six. Give it to someone that's hungry. Give it to someone that wants the lead. Because that lead not only goes stale quickly, but if the rep doesn't follow up quickly, it means she really doesn't want that lead.
So give it to someone that wants it.
Lastly, two more things. Four, monitor which reps can process how many leads. Some reps can process more than the other. And if you have too many reps.
To any given lead, you just won't monetize those leads.
And finally score them. Use HubSpot, use intercom, use other systems. But score your leads early. But also make sure that the ones that don't score at the top, they're routed to someone that can handle mid pack leads. The leads that are good but not great because you'll be amazed what someone.
Hungry can do with those leads, too.
