{"id":1167,"date":"2017-01-18T12:58:14","date_gmt":"2017-01-18T12:58:14","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=1167"},"modified":"2017-01-18T12:58:14","modified_gmt":"2017-01-18T12:58:14","slug":"when-fair-isnt-fair","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/when-fair-isnt-fair\/","title":{"rendered":"When Fair Isn&#8217;t Fair"},"content":{"rendered":"<p>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.<\/p>\n<p>&nbsp;<\/p>\n<p>You have some account executives who, when told the new lead&#8217;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&#8217;ll even have some who will come back without an order!<\/p>\n<p>&nbsp;<\/p>\n<p>Some sales managers distribute their leads equally among their account executives, in part, because it&#8217;s easier than doing some research to fit the right rep to each lead. Some also distribute leads &#8216;in turn&#8217; under the guise of appearing to be fair to all.<\/p>\n<p>&nbsp;<\/p>\n<p>Giving a lead to a rep because it&#8217;s &#8220;their turn&#8221; certainly isn&#8217;t &#8216;fair&#8217; to the client, or the account executive, if there isn&#8217;t a style and strategic fit.<\/p>\n<p>&nbsp;<\/p>\n<h4>Last but not least, not managing leads with a view to a strategic fit isn&#8217;t fair to your station!<\/h4>\n","protected":false},"excerpt":{"rendered":"<p>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. &nbsp; You have some account executives who, when told the new lead&#8217;s budget is $10,000, come back with a $10,000 order. You have others who turn a $10,000 [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[290,289,291],"class_list":["post-1167","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-budget","tag-leads","tag-strategic"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1167","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1167"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1167\/revisions"}],"predecessor-version":[{"id":1168,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1167\/revisions\/1168"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1167"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1167"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1167"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}