Lead Routing Intelligent lead assignment and routing system with AI-powered scoring, territory mapping, round-robin distribution, and workload balancing. Based on n8n's HubSpot/Salesforce automation templates. Overview This skill covers: Lead scoring and qualification Territory-based routing Round-robin distribution Workload balancing SLA monitoring and escalation Routing Strategies 1. Rule-Based Routing routing_rules :

By Company Size

- name : "Enterprise Routing" condition : company_size : ">= 500" OR : annual_revenue : ">= $10M" assign_to : "Enterprise Team" priority : high sla : 1_hour - name : "Mid-Market Routing" condition : company_size : "100-499" assign_to : "Mid-Market Team" priority : medium sla : 4_hours - name : "SMB Routing" condition : company_size : "< 100" assign_to : "SMB Team" priority : standard sla : 24_hours

By Geography

- name : "APAC Routing" condition : country : [ "China" , "Japan" , "Singapore" , "Australia" ] assign_to : "APAC Team" timezone_aware : true - name : "EMEA Routing" condition : country : [ "UK" , "Germany" , "France" , "Netherlands" ] assign_to : "EMEA Team" - name : "Americas Routing" condition : country : [ "US" , "Canada" , "Brazil" , "Mexico" ] assign_to : "Americas Team"

By Industry

- name : "Healthcare Specialist" condition : industry : [ "Healthcare" , "Pharmaceuticals" , "Medical Devices" ] assign_to : "Healthcare Sales" - name : "Finance Specialist" condition : industry : [ "Banking" , "Insurance" , "FinTech" ] assign_to : "Financial Services Sales" 2. Round-Robin Distribution round_robin_config : team : "SMB Sales" members : - name : Alice capacity : 100% max_leads_per_day : 20 - name : Bob capacity : 100% max_leads_per_day : 20 - name : Carol capacity : 50%

Part-time

max_leads_per_day : 10 rules : distribution : weighted

or equal

skip_if : - out_of_office : true - at_capacity : true reset : daily tracking : log_assignments : true balance_check : hourly Distribution Algorithm : ┌─────────────────────────────────────────────────────────────┐ │ ROUND-ROBIN LOGIC │ ├─────────────────────────────────────────────────────────────┤ │ │ │ 1. New lead arrives │ │ │ │ │ ▼ │ │ 2. Check team availability │ │ - Filter out: OOO, at capacity, off-hours │ │ │ │ │ ▼ │ │ 3. Calculate weighted position │ │ - Current assignments today │ │ - Capacity percentage │ │ - Last assignment time │ │ │ │ │ ▼ │ │ 4. Assign to rep with lowest weighted score │ │ │ │ │ ▼ │ │ 5. Update tracking, notify rep │ │ │ └─────────────────────────────────────────────────────────────┘ 3. AI-Powered Lead Scoring ai_scoring : provider : openai model : gpt - 4 input_factors : demographic : - company_size - industry - job_title - location firmographic : - annual_revenue - employee_count - funding_stage - tech_stack behavioral : - pages_visited - content_downloads - email_engagement - demo_requests fit_score : - icp_match_percentage - competitor_usage - budget_authority scoring_prompt : | Score this lead from 0-100 based on: Our ICP (Ideal Customer Profile) : - B2B SaaS companies - 50 - 500 employees - Series A or later - Using { competitor } or { similar_tool } Lead Data : { lead_data } Return JSON : { "score" : 0 - 100 , "fit_score" : 0 - 100 , "intent_score" : 0 - 100 , "tier" : "A/B/C/D" , "reasoning" : "..." , "recommended_action" : "..." , "routing_suggestion" : "..." } tier_thresholds : A : 80 - 100

Hot lead, immediate follow-up

B : 60 - 79

Qualified, standard follow-up

C : 40 - 59

Nurture, marketing sequence

D : 0 - 39

Low priority, long-term nurture

Territory Mapping territory_map : north_america : west : states : [ CA , WA , OR , NV , AZ , CO , UT ] owner : "West Coast Team" reps : [ Alice , Bob ] central : states : [ TX , IL , OH , MI , MN , WI ] owner : "Central Team" reps : [ Carol , David ] east : states : [ NY , MA , PA , FL , GA , NC ] owner : "East Coast Team" reps : [ Eve , Frank ] international : emea : countries : [ UK , DE , FR , NL , ES , IT ] owner : "EMEA Team" timezone : "Europe/London" apac : countries : [ JP , SG , AU , KR , IN ] owner : "APAC Team" timezone : "Asia/Tokyo" overlap_resolution :

When lead matches multiple territories

priority_order : 1 : named_account_owner

If account already has owner

2 : industry_specialist

If industry requires specialist

3 : geography

Default to geography

Workload Balancing workload_balancer : check_frequency : hourly metrics_tracked : - current_open_leads - leads_assigned_today - leads_assigned_this_week - average_response_time - conversion_rate balance_rules : max_variance : 20%

Max difference between reps

rebalance_trigger : - variance

max_variance

rep_at_capacity

rep_underperforming rebalance_actions : - pause_assignments : for_overloaded_rep - increase_weight : for_underloaded_rep - notify_manager : when_rebalancing capacity_management : per_rep : max_open_leads : 50 max_new_per_day : 15 max_new_per_week : 60 team_level : overflow_queue : true overflow_notify : sales_manager escalation_threshold : 2_hours Workflow Implementation Complete Lead Routing Workflow workflow : "Intelligent Lead Router" trigger : - type : hubspot_contact_created - type : form_submission - type : api_webhook steps : 1. enrich_lead : providers : [ clearbit , zoominfo ] fields : - company_size - industry - revenue - location - linkedin_url 2. score_lead : method : ai_scoring store_result : hubspot_property : lead_score 3. determine_tier : A_tier : score

= 80 B_tier : score

= 60 C_tier : score

= 40 D_tier : score < 40 4. apply_routing_rules : sequence : - check : named_account_owner - check : industry_specialist - check : territory_match - check : round_robin_availability 5. assign_owner : hubspot : update_contact : hubspot_owner_id : "{selected_owner_id}" lead_status : "New" lead_tier : "{tier}" routing_reason : "{routing_logic}" 6. create_task : hubspot : type : CALL subject : "Follow up: New {tier} lead - {company}" due_date : "{sla_deadline}" priority : "{priority_based_on_tier}" notes : | Lead Score: {score} Routing Reason: {routing_reason} Key Info: {summary} 7. notify_owner : slack_dm : message : | 🎯 New Lead Assigned ** { contact_name } ** at ** { company } ** Score : { score } ( { tier } Tier) 📞 SLA : Respond within { sla_time } Quick actions : • [ View in HubSpot ] ( { hubspot_link } ) • [ LinkedIn ] ( { linkedin_url } ) • [ Schedule Call ] ( { calendly_link } ) 8. start_sla_timer : deadline : "{sla_deadline}" escalation_path : - 50%_elapsed : reminder_to_owner - 80%_elapsed : notify_manager - 100%_elapsed : reassign + alert SLA Management sla_tiers : tier_a : response_time : 1_hour escalation_path : - 30min : slack_reminder - 45min : manager_alert - 60min : auto_reassign tier_b : response_time : 4_hours escalation_path : - 2h : slack_reminder - 3h : manager_alert - 4h : auto_reassign tier_c : response_time : 24_hours escalation_path : - 12h : slack_reminder - 20h : manager_alert - 24h : move_to_queue sla_reporting : metrics : - response_time_avg - response_time_p90 - sla_compliance_rate - escalation_count report_frequency : weekly recipients : [ sales_manager , ops_manager ] Reporting Dashboard

Lead Routing Report - {Week}

|

| | Alice | 45 | 43 | 1.2h | 96% | | Bob | 42 | 40 | 1.8h | 90% | | Carol | 38 | 38 | 0.8h | 100% | | ** Total ** | ** 125 ** | ** 121 ** | ** 1.3h ** | ** 95% ** |

|

| | A | 25 | 87 | 12 | 48% | | B | 45 | 68 | 15 | 33% | | C | 35 | 52 | 5 | 14% | | D | 20 | 28 | 1 | 5% |

Routing Breakdown

By Territory: 60%

By Industry: 25%

Round Robin: 15%

Issues

3 leads waited >SLA (reassigned)

Alice at 95% capacity (monitor)

No coverage for Healthcare vertical (gap)

Recommendations
1.
Hire Healthcare specialist
2.
Increase Bob's training (response time)
3.
Adjust A-tier threshold to 85 (too many false positives)
Output Example
Request: "Route this lead: John Smith, CTO at TechCorp (500 employees, SF, SaaS)" Output :

Lead Routing Decision

Lead Profile

Name

John Smith

Title

CTO

Company

TechCorp

Size

500 employees

Location

San Francisco, CA

**
Industry
**: SaaS

AI Scoring

```json

{

"score": 85,

"fit_score": 90,

"intent_score": 80,

"tier": "A",

"reasoning": "Strong ICP fit - CTO at 500-person SaaS company in our target market. High authority buyer.",

"recommended_action": "Immediate outreach - high-value prospect"

}

Routing Decision

Assigned to

Alice Chen (Enterprise West)

Routing Logic

:

✅ Territory: San Francisco → West Coast

✅ Company Size: 500 → Enterprise tier

✅ Industry: SaaS → No specialist needed

✅ Availability: Alice has capacity (18/20 today)

Action Items Created

Task

Follow up call

Due: 1 hour (Tier A SLA)

Priority: High

Slack Notification

Sent to Alice
SLA Timer: Started (1h countdown) Recommended Outreach Subject: Quick question about {pain_point} at TechCorp Hi John, Noticed TechCorp is scaling fast - congrats on the growth. CTOs at similar SaaS companies often tell us {common_challenge}. Would a 15-min call this week make sense to see if we can help? [Calendly Link]

Lead Routing Skill - Part of Claude Office Skills

lead-routing

安装