Rules of Engagement: configuring lead ownership rules

Automatically control how long leads will be out of circulation (will not be automatically assigned, cannot be claimed by reps) and how long reps will own leads (cannot be worked by other reps) after certain actions have taken place. Resting and ownership rules give you powerful controls to help ensure leads are being worked and have the best chance of progressing to a sale once they are assigned to reps.

Note: If any of these timeframes are updated, any existing leads to which these settings apply will be updated per the new timeframes starting from the date that the triggering action on the lead took place.

For example, if on January 1st a lead was released by a rep, and at that time, released lead resting was set to 14 days, the lead would have rested until Jan. 15th. But if on Jan. 8th you updated released lead resting to 28 days, the lead will be rested until Jan. 29th (28 days from Jan. 1st when the rep took the action to release the lead).

Resting Rules

Leads are moved to resting phases after reps select call results that indicate prospects have told them that they are not interested and after reps release leads. While in resting phases, leads will not be automatically assigned by Sellfire in the nightly lead assignment and cannot be claimed by reps. This helps ensure that the next time reps attempt to contact leads, prospects have less fatigue from recent contacts from your organization.

Released Lead Resting

The number of days leads are not automatically reassigned by Sellfire in the nightly automated assignment and cannot be claimed by reps after reps click the Release Lead button in the Dialer.

Default: 3 days.

Note: This is not applied when reps unassign leads from themselves through System View > My Leads. In that scenario, leads are immediately available to be claimed by and assigned to other reps.

Minimum Until Lead Reassigned to Rep Who Released

When reps click the Release Lead button on a lead in the Dialer, this is the minimum number of days that the rep who released the lead will not be automatically reassigned the same lead by Sellfire in the nightly automated assignment.

Default: 28 days.

Regular Resting

The number of days leads are not automatically assigned by Sellfire in the nightly automated assignment and cannot be claimed by reps after a "Not Interested" call result is selected prior to holding a demo with prospects in the current sales cycle.

Default: 60 days.

Long Resting

The number of days leads are not automatically assigned by Sellfire in the nightly automated assignment and cannot be claimed by reps after a "Not Interested" call result is selected after holding a demo with prospects in the current sales cycle.

Default: 180 days.

Ownership Rules

To help ensure leads continue to be worked, reps own them for the numbers of days associated with the following actions that they have taken on them. After leads are unassigned from reps due to these ownership rules, they are immediately available to be automatically assigned by Sellfire and/or claimed by reps.

Note: Separate from these actions, if reps have future specific-time events (specific-time callbacks, demos, follow up demos, decision calls), they will retain ownership of leads until that event time has passed.

Self-Sourcing

The number of days leads are owned (won't be automatically reassigned; not claimable by other reps) by reps after creating new leads that didn't already exist in your organization's lead pool.

Default: 28 days.

Dialed

The number of days leads are owned (won't be automatically reassigned; not claimable by other reps) by reps after dialing leads.

Dials are required to connect to the prospect's side of the call to count as a dial for lead ownership purposes. If reps dial and then hang up quickly before the other side of the call has a chance to connect, that dial will not be considered for lead ownership.

In the Lead Detail page Result History section, accessed by clicking on the business name of a lead in Sellfire, if the Call End Reason is "Not Applicable" and there is not a call recording available, the Rep hung up the call before the prospect's side of the call had a chance to connect.

Default: 5 days.

Made Contact

The number of days leads are owned (won't be automatically reassigned; not claimable by other reps) by reps after confirming call results that indicate they made contact with prospects on a call.

Default: 14 days.

Claimed from the Lead Pool

The number of days leads are owned (won't be automatically reassigned; not claimable by other reps) by reps after they claim existing leads from your organization's lead pool.

Default: 7 days.

Rep Daily Claim Limit

The maximum number of leads that a rep can claim from your organization's lead pool in a day.

Default: 40 leads.