Good in-bound leads today are hard to come by. When you do get leads, distributing them equally or in turn, does not always equal the best results.
You have some account executives who, when told the new lead’s budget is $10,000, come back with a $10,000 order. You have others who turn a $10,000 budget into a $20,000 order. You’ll even have some who will come back without an order!
Some sales managers distribute their leads equally among their account executives, in part, because it’s easier than doing some research to fit the right rep to each lead. Some also distribute leads ‘in turn’ under the guise of appearing to be fair to all.
Giving a lead to a rep because it’s “their turn” certainly isn’t ‘fair’ to the client, or the account executive, if there isn’t a style and strategic fit.