Full definition
Weighted distribution routes leads according to percentage shares assigned to each buyer, for example 50% to buyer A, 30% to buyer B, 20% to buyer C. The system tracks the running allocation and sends the next lead to whichever buyer is currently furthest below their target share, smoothing the distribution over a rolling window. Weighted is the right choice when buyers differ by capacity rather than priority: a buyer with a team of ten should absorb more volume than a buyer with a team of three, but neither deserves strict first-pick on every lead. It's also a natural fit for running volume experiments, like giving a new buyer 20% for six weeks to measure their close rate before committing to a larger share. Weights are usually enforced over a daily or weekly window rather than lead-by-lead, which gives the system flexibility to absorb short-term spikes.
Related terms
The process of automatically routing incoming sales leads from suppliers to buyers using rules and software.
A distribution strategy that rotates leads one-at-a-time through buyers in a fixed order.
A distribution strategy that sends every lead to the top-priority buyer first, cascading to the next buyer when capacity is hit.
The recipient of leads in a distribution system, typically a sales team, broker, agent, or end-customer who converts leads into revenue.