Leads are created in the CRM system via different touchpoints (web, CSV import, manual entry). A sales manager manually assigns these leads to sales employees according to certain rules. The goal of the project is to automate this process and thus relieve the sales manager. In addition, automation leads to a fair distribution of leads.
The following entities are created in the CRM system to control the autom. distribution. The sales territory is divided into several regions, which in turn are assigned postal codes disjunctively. Each region is then assigned 1-n sales reps. For each sales rep, a profile is created that describes which products he/she can sell, the maximum number of open leads he/she can have, and the maximum number of leads he/she can receive in a calendar month. Based on these characteristics, a rule set decides which sales employee receives which lead. The relationship between maximum and current leads determines who receives the lead. If the ruleset cannot automatically assign the lead based on the existing database, the sales manager must assign the lead manually. Defined exceptions regulate special cases, such as special lead origins or if the lead was recruited by a special sales employee.