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I am wanting to implement some type of a "Merit Based" Round Robin in my CRM.


Say a store has 5 sales people and no BDC. All incoming leads go directly to the sales staff. 3 of the sales people do a great job of following up and rarely have more than a few open tasks in the system. 


Sales Person 4 does a decent job, but not stellar by any means.


Sales Person 5 is horrible. He will do the bare minimum, usually does most follow up in 1 day each week, doesn't keep very good notes, etc..


A Round Robin will distribute leads equally among these 5.


I want to implement a Merit Based system where Lead Distribution is based upon the sales person CRM performance. I want the sales people that are the most likely to convert a lead to get more of them. That is not to say that #4 and #5 should get absolutely none. Just less.


Is anyone using this type of logic?

How are you scoring your sales people?

Does it work?


Please limit responses to the question. I understand that CRM Usage should be a condition of employment. This is not for my own store. It is for clients. These clients really don't need me to tell them to fire #5.