How To Accelerate Revenue By Rethinking Your Lead Distribution Strategy [Forbes]
ELLIE MAE (ELLI)
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Source: Forbes
teams storyblocks One of the most pressing challenges that sales leaders grapple with is how to effectively distribute leads to their sales reps. Historically, the default approach has been to assign leads based on specific geographic regions. The rationale? If sales reps are assigned to leads that are physically located near them, they can limit travel time and increase face-to-face interactions. Many organizations continue to rely on this age-old practice. According to research by the Bridge Group, geographic distribution has been the most common lead assignment method among SaaS companies in recent years. Despite its ubiquity, the geographic lead assignment strategy has become obsolete in the current age. More and more of the buyer journey is transpiring online. According to Demand Gen’s 2017 B2B Buyer’s Survey Report, 78% of B2B buyers spend more time researching purchases than they did in previous years, while 75% of buyers use more sources to res
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