Solving Lead Routing in Salesforce

The lead-contact/account divide in Salesforce causes challenges for marketing and operations teams to properly route leads to the sales team in real-time. Luckily, solving lead routing challenges in Salesforce is relatively easy with the right tools and process.

Challenges

• Leads not routed to the correct owners
• Multiple leads from the same company owned by multiple sales reps
• Leads from companies with open opportunities or are existing customers are not routed properly
• Leads are not routed in real-time
• Leads need to be manually reviewed and assigned

The Solution

With the right strategy, process, and tool in place, routing leads to the right owner everytime is not only possible, but pretty simple to accomplish.

1. Maintain a "source of truth" owner on all of your existing Accounts
2. Match and route leads to the Account Owner (or other User Lookup field) in real-time
3. Implement lead assignment rules to assign unmatched leads
4. That's it! Easy peasy!