How Do You Handle Bad/Invalid Leads?

Derrick Woolfson

Do you guys mark leads - with invalid contact information/spam - as "bad leads" in the CRM? I ask this because depending on the volume of bad leads (per vendor) it can have a significant impact on a true set/show/sold rate? And for those BDC Agents pay plans that are tied to set/show/sold - or task completion rate - it can have an even more severe impact on their pay? This is not about cherry-picking low hanging fruit, or skewing the CRM, either. 

Jeff Bollinger

In the past I've done so, although as with everything with a BDC, it certainly needs oversight to ensure that the numbers aren't being skewed for a bigger paycheque.

Is there something beyond that that's concerning you?

Jeff Bollinger

In the past I've done so, although as with everything with a BDC, it certainly needs oversight to ensure that the numbers aren't being skewed for a bigger paycheque.

Is there something beyond that that's concerning you?

Bart Wilson

@Derrick, what criteria do you use to define a "bad lead"? I think this would be an area that could be gamed if there weren't concrete rules.

Bart Wilson

I guess I'm wondering if you don't just lower your pay plan expectations and include every lead. What percentage of your leads are"bad"?

Chris K Leslie

We used to move them to a "Disqualified" source and status. Idea being to get them out of the "Internet" bucket or whatever. 

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