Imagine yourself as a sales manager who receives files of leads every day from your lead source provider or marketing team. Part of your job is to import those leads and manually assign them out to the correct teams so they can get worked. You know that these leads are time sensitive. These potential customers have reached out and expressed interest in your products. Every minute your team isn't trying to contact this lead, its value goes down. Sounds daunting, doesn't it?
As a SalesExec administrator, you have access to advanced distribution routing techniques. You can use these strategies to quickly and efficiently route leads to the appropriate teams.
Push Distribution is used so that you can define your criteria and route leads to either a branch location, or directly to a group of users. Think of this as a one way push where leads are automatically assigned to a user on lead creation. From here, users are notified leads were assigned to them depending on their notification configuration in which they are responsible for following up with their leads.
- Perfect for lower levels of lead volumes or where leads need to be directly assigned to a user to get worked.
- Push leads to a branch location in which users in that branch can pull from.
- Only distribute leads to users who are logged into SalesExec.
- Difficult for sales teams to effectively call through if a large volume of leads are push distributed to individual users.
- Can be difficult to enforce a call cadence as that cadence is determined based on the user.
Pull Distribution, much like Push Distribution, has the same level of criteria segmentation. Start by defining rules based on the date the lead was added, its marketing information, or specific field data. Pull Distributions are set in a priority so the most important leads are pulled first; for example, leads which have no contact attempts, were just added, and come from an expensive lead provider.
The biggest difference between Push and Pull is that Pull Distribution leads belong to the Company (or Corporate level in your user hierarchy). They are then borrowed by a user for the purposes of trying to reach the customer. If a contact is not successful, the lead is recycled, placed in a cool down period, and then are eligible for pull by another user.
- More likely to reach higher contact attempts per lead over those which are Push Distributed.
- Configurable State Calling Hours so your leads are not called too early, or too late based on their timezone.
- Configurable cool-down periods
- Organizations who use Pull Distribution typically see drastic reduction in the first contact attempt to a newly added lead.
- Sales Team have access to more leads, without clogging their pipeline, which leads to higher volume of contact attempts/ sales.
- Not suitable for organizations with low lead volume.
What works best for your organization?
Depending on your organization needs, you may decide to only use Push Distribution, Pull Distribution or a combination of the two. Either path you choose, will give you the ability to setup lead routing automation that helps streamline your organization.