On a sales floor, routing decides who gets the next conversation. Get it wrong and good leads go cold while reps argue.
Round robin
Leads go to each available rep in turn. Fair, simple and good for teams with similar skill. The weakness: your best closer gets the same share as a rep in week one.
Skill based
Fresh leads go to top closers, aged leads to newer reps, certain industries to specialists. Better results, more setup.
A practical mix
- Fresh leads: round robin among your strongest closers
- Aged leads: round robin among everyone else
- Rules for no answer: reassign after a set time
Make it automatic
Send leads into your CRM by webhook and let workflows assign owners. Manual routing adds minutes, and minutes cost deals.
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