Lead Routing
Lead routing is a process that automatically distributes leads to individual sales reps within a sales team—or, in larger organizations with different sales approaches, to other sales teams. It helps to ensure that the most appropriate person or team handles each lead.
Lead routing is essential for maximizing the effectiveness of sales reps or teams and improving the overall chance of converting them into paying customers. Effective lead routing will account for various factors, such as:
- Sales rep or team expertise
- Sales team focus (i.e., self-serve, transactional, enterprise)
- Geographic location
- Lead source
- Lead industry
By matching leads with the sales reps or teams best equipped to address their needs, brands can more easily address these needs by providing a more personalized approach.
