Co-Founder / LeadJar
HubSpot seemingly has everything under the sun. A CRM, email automation tools, a CMS, a ticketing system. The list goes on and on. When it comes to distributing leads to your sales team, you'd think they'd have plenty of options for that as well.
Short answer: they don't.Do a few searches in their Community, and you'll notice many threads about a lack of true round robin functionality. Which leads us to the question - what's a true round robin?
As mentioned by TechTarget, a simple way to think of a round robin is that it's about 'taking turns.' If you've got four sales reps on your team, rep A would get the first lead, rep B the second lead, rep C the third lead, and rep D the fourth lead. After that, the process starts over. A step up from that is a weighted round robin - giving some reps additional leads based on a variety of reasons. Here are some common ways SaaS companies can utilize a round robin:
If I had a dollar for every time I've heard a sales rep complain about this, I'd be Elon Musk. No more random lead assignments based on who knows what. Balance it out evenly across the team.
Is someone on your team crushing the competition? Send those ready to buy or highest value leads to your best reps so they can follow up and close them asap.
The best way to build confidence on calls and demos is by getting reps. Maybe you want to give someone 10% of new leads for their first month and scale up from there? A weighted round robin is perfect for that.
Even sales reps take PTO. Easily take someone out of the lead rotation, and put them back in it with a weighted round robin.