To make a sales operation successful, many components work together in harmony.
One of the critical components that is important in the sales operation is the lead assignment.
In an organization, how they distribute their leads to their sales team significantly impacts their sales ROI.
When talking about lead distribution, there are many ways to distribute leads among the sales team.
Round-robin is one such method. It is one of the popular methods as it is highly scalable and brings fairness and equality to the system.
Let’s understand what round-robin lead assignment is, its advantages, and how to measure its impact on ROI.
Understanding the basics of round-robin lead assignment.
Round-robin is a lead assignment technique that ensures incoming leads are assigned to your sales team evenly and sequentially.
For example, if you have four sales reps in your team and 12 leads come in the database. Each of the sales reps will get three leads.
The many benefits of round-robin lead assignment
Round-robin lead assignment ensures a fair practice of lead distribution. All the people working in your sales team get equal opportunity to work with potential customers, no matter if they are new in your company or have been working for years.
It creates a positive and collaborative atmosphere within your sales team, and no one feels left out or overly burdened.
- Eliminating cherry picking
If you provide a batch of leads to your sales team in a spreadsheet, they will choose the easiest and most promising leads and avoid the ones that require some effort.
It is detrimental to your overall sales performance as it leaves a bad impression on the leads that have not yet received any response from your side.
Round-robin lead assignment software eliminates this bias, ensures that each rep gets their fair share of leads, and leaves no room for cherry-picking.
Round-robin lead assignment distributes the leads promptly. Since the leads are assigned sequentially to all the team members, the chances of delay or neglect are rare.
It improves companies’ response time, which is crucial for providing useful information to potential customers who can immediately become paying customers.
With the growth of your business, you deal with more leads than before, and you need to manage and distribute them without errors and wasted time.
The Round-robin lead assignment system is highly scalable. And it can adapt to your business needs as you grow.
The impact of round-robin lead assignment on Sales ROI
We have discussed the benefits of the round-robin lead assignment system, but does it impact the sales ROI?
Let’s get into that.
Although it’s challenging to quantify every aspect of ROI, you can look at several key performance indicators (KPIs) and metrics to gauge its effectiveness.
- Positive change conversion rates
One of the first things you can look at is your conversion rate to assess the impact of round-robin lead assignment.
Compare the conversion rates before and after implementing this method. Look at the growth in closed deals that came after implementing this method.
If you notice a significant improvement in your conversion rates, it is a strong indicator that round-robin lead assignment positively affects your sales ROI.
- Better lead response time
As already discussed above, round-robin lead assignment improves lead response time. Measure the average lead response time of your sales team before and after implementing this method.
If your sales team responds faster than before, it enhances customer experience, which, in turn, contributes to better ROI.
- Lead distribution equality
You can check this by directly discussing it with your sales team whether they are getting equal distribution of leads. If the answer is positive, the round-robin assignment is doing its job.
You can further quantify this by comparing the number of leads each team member receives over time.
- Morale and retention of your sales team
While it may not seem like a conventional ROI metric, the morale and retention of your sales team members can significantly impact your bottom line.
Round-robin lead assignment ensures that no sales rep is overburdened or unfairly treated.
Moreover, survey your team to gather feedback on their satisfaction levels and track employee turnover rates.
If your sales team is happier and more stable, it will indirectly but surely contribute to the improved sales ROI.
The purpose of measuring sales velocity is to determine how quickly leads are moving through the sales pipeline and converting into paid customers.
Round-robin lead assignment can expedite this process due to its fair and prompt lead distribution.
See if there is any improvement in the sales velocity after implementing the round-robin assignment in your company.
After all, ROI is all about revenue.
Track revenue growth over time before and after adopting round-robin lead assignment.
A significant revenue increase post-implementation indicates that the round-robin method has greatly contributed to this success.
- Customer feedback and satisfaction
While doing all that, don’t forget to get feedback from your customers regarding their interaction with your sales team.
Find out if your customers are more or less satisfied with the level of service they receive after implementing the round-robin lead assignment.
Are they getting a timely response to their queries? Or do they wait for days to get a reply?
Answers to these questions will help you determine whether your customers are happy or not.
Happy customers become repeat buyers more easily and refer your brand to others, resulting in better sales ROI.
Conclusion
When it comes to efficient lead assignment, there are many ways to do it. One such method is round-robin, which ensures an equal and fair distribution.
While this method may not be suitable for every business, its advantages and potential impact on ROI make it a strategy worth exploring.
If you are thinking of implementing a round-robin lead assignment for your sales team, carefully measure its effects and make adjustments to optimize your lead distribution and drive improved sales performance.
