A: Here are three questions to ask yourself when you're handing out leads.

1. How busy is each of the salespeople?

2. How well has this particular salesperson done with this particular product in the past?

3. Who's feeling it? Some days you can just tell a particular salesperson is feeling hot. This is the one you should give the best leads to.

Assigning leads based on these criteria might not seem fair. It isn't intended to be.

You provide your salespeople with a place to work. You produce the work they sell. And you pay them, fairly and promptly. You don't need to promise more than that.

The best way to distribute leads is to ask, each day, who has the time and desire to sell a job. Know what your leads cost. When you give your salespeople that $200 lead, let them know you're handing them $200. Get them to commit to turning that lead into a sale that makes money for them and the company. --Phil Rea has conducted more than 13,200 in-home sales calls and trained more than 1,750 salespeople. For more information, please call (800) 613-4150.