Dunder Mifflin Paper Company, Inc.
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Selected work

Sales Leads Distribution Program

  • Sales initiative
  • Scranton

Project overview

Corporate supplied the Scranton sales team with high-value sales leads intended to accelerate new business. The opportunity quickly became a lesson in how valuable information should be assigned, protected and followed up.

What happened

Corporate supplied the Scranton sales team with high-value sales leads intended to accelerate new business. The opportunity quickly became a lesson in how valuable information should be assigned, protected and followed up.

Challenge

The branch received commercially valuable leads, but unclear handling and internal tension created unnecessary risk around distribution and ownership.

Scope

Receive and control new sales leads

A defined part of the initiative.

Assign each lead to a salesperson

A defined part of the initiative.

Set follow-up responsibility

A defined part of the initiative.

Project gallery

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Results

Key outcomes from the Dunder Mifflin story.

  • Leads distributed to the sales team

  • Ownership made visible by salesperson

  • Follow-up treated as a sales responsibility

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