Jason M. Lemkin advises optimizing which sales rep receives which leads by matching lead types and volumes to individual reps' strengths and capacity. He recommends scoring and routing leads, enforcing SLAs, and beginning segmentation/specialization (by deal size or customer segment) once a team reaches ~4–5 reps to improve outcomes.
What's important is that the right rep gets the right type of lead, the right number of leads and the ones optimized for them. If you have one repair if you have two but even by the time you have three, four or five 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've got to score them and route them to the right reps and make sure they get the most optimized number and and even if you're at four or five reps you're probably ready to even also to break your team up 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 you don't have to specialize 100% if it stresses the team out but even by reps 4 or 5 you're ready to specialize by segment and customer size as well and a lot of folks wait.
