Calibration

Round Robin Calibration

Round Robin Calibration allows you to fine-tune your lead distribution system to ensure fair allocation and optimize team performance. These settings apply to both Distribution Rules and Click Routers that use round robin assignment methods.

Reset Frequency

Control how often the assignment history resets for distribution rules and click routers. This helps maintain balanced lead distribution over time and prevents long-term imbalances.

Setting	Description
Monthly	Assignment history resets at the beginning of each month
Quarterly	Assignment history resets every three months (Jan, Apr, Jul, Oct)
Yearly	Assignment history resets at the beginning of each year

Best Practice: Choose a reset frequency that aligns with your sales cycles. For shorter sales cycles, monthly resets work well. For longer enterprise sales cycles, quarterly or yearly resets may be more appropriate.

Compensation Settings

Compensate for Vacation & Holidays

When enabled, team members who are on vacation or holiday will receive additional meeting credits to ensure balanced distribution when they return.

How it works:

1. When a team member is on vacation, they are temporarily removed from the assignment rotation

2. The system tracks meetings they would have received during this period

3. Upon return, they receive compensation credits to catch up with their peers

Note: This only applies to strict round robin distribution. For flexible distribution, team members on vacation are automatically excluded without compensation.

Compensate for Cancelled Meetings

When enabled, team members will receive a meeting credit when a prospect cancels their meeting.

How it works:

1. When a prospect cancels a scheduled meeting, the system detects the cancellation

2. The originally assigned team member receives a credit in the round robin system

3. This credit increases their priority in future assignments

Best Practice: Enable this option to ensure team members don't lose opportunities due to circumstances outside their control.

Compensate for No-Show Meetings

When enabled, team members will receive a meeting credit when a prospect fails to attend a scheduled meeting.

How it works:

1. When a prospect doesn't show up for a meeting, the system detects the no-show

2. The team member receives a credit in the round robin system

3. This credit increases their priority in future assignments

Best Practice: Enable this option to ensure fair distribution, especially if no-shows are common in your industry.

Compensate for Reassigned Meetings

When enabled, the system will add a meeting credit to the originally assigned team member and remove a credit from the new assignee when meetings are reassigned.

How it works:

1. When a meeting is reassigned from one team member to another

2. The original assignee receives a credit in the round robin system

3. The new assignee has a credit deducted from their count

4. This maintains balance in the distribution system

Best Practice: Enable this option when meeting reassignments are common to prevent gaming the system and ensure fair distribution.

Implementation Examples

Inside Sales Team

A high-volume inside sales team uses monthly resets with selective compensation:

1. They set the round robin reset frequency to monthly

2. Enable compensation for reassigned meetings only

3. This allows managers to reassign meetings when necessary without disrupting the distribution balance

4. Monthly resets ensure regular rebalancing for their fast-paced environment

Enterprise Sales Team

An enterprise sales team with long sales cycles uses yearly resets with comprehensive compensation:

1. They set the round robin reset frequency to yearly

2. Enable all compensation settings

3. This ensures that over the course of a year, all reps get equal opportunities

4. Compensation for cancellations and no-shows is critical due to the high value of each meeting