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CRM, lead flow and sales techniques · Lead management

Plan how many leads arrive each week, based on how many your team can work.

A lead pacing plan spreads the value of incoming leads across the month so it matches what your sales team can handle. Campaigns are scheduled to avoid a flood on one date. The page ends in a pacing curve drawn week by week against sales capacity, with the festival peaks marked.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Editorial illustration for Quota and capacity planning

In one paragraph

A lead pacing plan spreads the value of incoming leads across the month so it matches what your sales team can handle. Campaigns are scheduled to avoid a flood on one date. The page ends in a pacing curve drawn week by week against sales capacity, with the festival peaks marked.

A furniture showroom in Madurai launches its offer on the 1st, ads, WhatsApp broadcast and newspaper insert together. By the 5th there are two hundred enquiries and three reps. The 6th to the 20th are quiet, the reps are idle, and half the early leads have gone cold.

Pacing is the habit of looking at the month as a capacity chart. For each week, write down how many calls and visits your team can really do, then schedule lead generation to fill that, not to fill the calendar. The owner or marketing lead plans; the sales head enters capacity each week.

Festivals break the pattern, and they are predictable. Diwali, Navratri, Ugadi, Onam, the wedding season and the monsoon each change who buys and how fast. Mark them on the curve a quarter ahead, and decide in advance which weeks you add temporary callers and which you hold back.

This page comes after the rejected-lead review, whose recycle list is one of the levers, and uses the same capacity thinking as sales planning generally. It is a monthly plan with a weekly check.

Where this sits

Topic 7 of 13 in crm, lead flow and sales techniques: lead management. Segmenting, qualifying, nurturing, scoring, routing and measuring leads inside the CRM.

The topic before
Inbound selling: advise
The topic after
CRM setup and data

If you want this done for you

The target was set in a meeting, not built from what your team can carry.

Read the quota and capacity planning page

The work

What this is actually like.

  • “Capacity is calls you can finish, not reps on the payroll”

    A rep who spends Thursdays on site visits has no calling capacity that day. Count real working hours, subtract meetings and travel, and divide by the time one lead takes. That is your weekly ceiling.

  • “The 1st of the month is a habit, not a rule”

    Salary week, month-end targets and a launch calendar push everything to the same dates. Stagger ads and broadcasts by week, and keep a reserve of recycled leads to fill any week that falls short.

  • “Festival demand arrives before the festival”

    Buyers for Diwali shopping start browsing weeks earlier. The leads come first and the orders after. Schedule extra capacity for the follow-up weeks, not just the festival week.

  • “Monsoon is a pacing problem, not a dead season”

    Site visits and installs slow, enquiries do not stop. Move to quotes, calls and recycled leads in the wet weeks, and save field-heavy work for the dry ones.

What we do

What you end up with.

The documents this topic produces, what each one is for, and how you know it is finished.

  1. Capacity grid

    Rows are the weeks of next month, columns are reps. Each cell holds calls and visits that rep can finish. Filled by the sales head, adjusted for leave.

    Result: Finished when the total per week can be read in one line.

  2. Lead value per week

    The expected value of leads that should arrive each week, calculated from your average close rate and order size. Marketing sets the plan from this.

    Result: Finished when no week plans more leads than the capacity grid allows.

  3. Pacing curve

    A simple line or bar chart of planned arrivals against capacity, one chart per month, with festival and weather markers. Pinned where the team sees it.

    Result: Finished when anyone can say what the plan is for week three without asking.

  4. Campaign calendar

    Dates for ads, broadcasts, events and print, staggered. Includes the date the recycle list is released to fill any gap.

    Result: Finished when no two big campaigns start in the same week unless the capacity grid allows it.

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

Your brief

Tell us what you need, and we will read it before we call.

Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.

Tell us what you needor call +91 80958 58589

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
What if I cannot control when leads arrive?
Control the part you can: paid ads, broadcasts and events. Organic and marketplace enquiries arrive when they arrive, so plan the paced share around them and keep the recycle list as your reserve.
Do I need extra staff for Diwali?
Decide it from the curve. If the gap is a few days, move existing callers off other work. If it runs for weeks, a temporary caller trained in advance is cheaper than losing leads.
How far ahead should I plan?
A month in detail and the festival calendar for the year in outline. Check weekly that actual arrivals match the curve, and change the next week, not the whole plan.
What do I do when leads run short?
Release the recycle list, restart a paused campaign, or ask existing customers for referrals. Do not discount to fill a gap in the calendar; that trains buyers to wait.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts. For sales work it is mostly our time, with production only where scripts, decks or CRM setup need it.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
Fixes to reply time and follow-up are the quickest to show, because the enquiries already exist. Process, CRM and training changes show as the team uses them. Each one is tracked against the baseline.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
To start, last month's enquiries in any format and time with whoever handles them. After that, access to the accounts the work touches, such as the website, Google Business Profile or CRM.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

Where to go next

The work that carries this topic further.

Services

The rest of lead management

Or read all of crm, lead flow and sales techniques.

Your next practical step

Tell us what you are trying to grow, and we will read it before we call.

Eight short steps, mostly taps. Skip anything you would rather answer on the call.

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