Check your stats on your sales team. I guarantee your lowest producers are grabbing the most leads.
Make sure you are and can monitor both conversion rates and total lead allocation. Your lead management system must be able to automate the throttling of leads and capacity based on performance.
Here are some potential mechanisms you may look for or implement:
- Use a pull system. This rewards the active working of leads
- Adjust new allocation based on the composition of the pipeline (i.e., percentage scheduled for appointments, percentage greater than 3 calls)
- Set daily new lead allocation and total pipeline limits
Watching these indicators carefully will prevent you from over buying leads.