Let’s be honest, you take a little pleasure in breaking the rules, mostly because there are so many rules that ought to be broken, like laws such as:
- If you have a mustache it is illegal to kiss a women (Nevada)
- It’s illegal to sing off-key (North Carolina)
- If you harass Bigfoot you can be arrested or fined (Washington)
Personally, if I see Bigfoot I plan on getting a selfie with him, and I take great pleasure in singing off-key. But one of most important rules I highly suggest you break is your lead assignment rules for you referral program.
Don’t get me wrong, lead assignment rules are important for your sales team. But for every rule there’s always an exception and your referral program is that exception. And while lead assignment rules might not be the most fun to break, I can tell you it’s certainly much more rewarding than breaking any of the laws above.
3 Reasons why rules were meant to be broken . . . for your referral program
There are 3 marvelous benefits to breaking your leads assignment rules for your referral program.
- Motivate sales to recruit advocates– When you opt to break lead assignment rules in your referral program you add increased motivations for salespeople to recruit advocates. This is done through advocate ownership, or in other words any referrals a salesperson’s advocate makes aren’t distributed by the lead assignment rules you’re traditionally using but given directly to the salesperson who owns the advocate. The salesperson then gets the credit and benefits of closing the referrals sale, motivating them to increase their recruitment and nurturing of advocates.
- Prompt sales to take better care of the referrals – Along with motivating salespeople to recruit advocates, breaking lead assignment rules also prompts sales to take better care of referrals because they get attributed the sale of the referrals. This can include qualifying referrals by contacting the advocate who referred them before contacting the referral so as to learn everything they need about the referral from one of the people who knows them best.
- Increase an advocate’s willingness to refer – Half the battle of obtaining new prospects is getting them to trust you brand. But by breaking lead assignment rules your advocate’s willingness to refer is drastically increased because of the understanding that their referral will be interacting with the same salesperson they already trust and not someone new.
These 3 benefits galvanize your advocates and salespeople to accelerate the success of your referral program and increase your amount of successful referrals. Your sales team plays a large role in making your referral program a success. By providing them with the tools to leverage your program you increase your ROI substantially. But don’t take my word for it. Try out this free ROI calculator and discover how including your salespeople as an interracial part of referral program increases you revenue growth.
Originally published the Salesforce blog
Questions? Tweet me @TrishaWinter