Lead routing checks
Check each inbound lead's fields, territory, and open opportunities, then send it to one named owner with a response clock attached.
Tools
HubSpot, Salesforce, ZoomInfo, Lusha
Outcomes
Every lead has one owner at intake • First contact inside the agreed window • Duplicate assignments blocked before the send • Unrouted leads visible to the owner
Documentation
Instruction-ready detail below
An inbound form is filled in at two in the afternoon on Friday and sits in a shared inbox until Monday, by which time two reps have both been assigned it. This workflow makes the routing decision at the moment the lead arrives. It checks that the record carries a company, a work email, a region, and a segment, fills in anything missing from the enrichment sources, and looks for an existing account rather than creating a duplicate. Territory, segment size, and any open opportunity at that account are applied to pick one owner, with the reason written down so the assignment can be questioned later. Where two territories overlap, the rule that applies is stated rather than settled by whoever picks the phone up first. A lead that fails the completeness check is held with the missing field named, so the marketing form gets fixed instead of the same gap being discovered by a rep on a live call. A human still decides what the routing rules should be, and takes back the leads the rules get wrong.