Steps in the lead distribution process

[[email protected]]

sales manager's survival guide: 70 pro tips for hiring, coaching, and succeeding
What is lead distribution?
Lead distribution is the process of matching up specific leads with certain sales reps at your company. There are numerous ways you can do this, but most of them focus on assigning leads to the sales reps most qualified to convert them.

For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead. Lead distribution can be done manually, but it is often made simpler with sales automation tools.

Why is lead distribution important?
Lead distribution is a great way to help your business drive more sales (and ultimately more revenue). Why? Because it’s all about assigning leads to the people with the best chance of converting them. That means a higher percentage of your leads become clients, which results in higher earnings.

In other words, it’s essential to distribute leads strategically if you want your lead nurturing process to be as successful as possible. Otherwise, you risk losing out on a lot of potential clients.

When distributing your leads, there are a few steps you can expect to take. Here are some of the most common steps involved in the lead distribution process:

Lead generation: The first step is to bring in fresh leads that you germany phone numbers can distribute to your sales representatives.
Quality screening: Once you’ve generated new leads, the next step is to figure out which ones are worth targeting. Filter out any types of businesses you don’t serve and then use a system like lead scoring to help you prioritize the most important leads.
Criteria setting: When you’ve narrowed down your list, you should clearly establish what criteria you’ll use to assign leads to sales reps. Decide on a lead distribution strategy (which we’ll come back to in a moment).
Sales rep communication: Finally, communicate with your sales reps. Give them as much information as you can on each of the leads you assign to them, so you provide them with the best chance of converting those leads.
DOWNLOAD

Unsure which sales process stages are right for your company?
Our 16 Sales Process Templates for B2B Pipelines provide top examples of how companies just like yours structure their sales processes.

DOWNLOAD THE FREE TEMPLATES

blue paper boats in a row with the words "Nutshell 16 sales Process templates for b2b pipelines"
Exploring lead distribution strategies
A moment ago, we mentioned that you should decide on a specific lead distribution strategy for your business. That means you should have a system for determining which sales reps receive which leads.