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Lead routing

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Lead routing can be an extremely useful way of organizing and managing your leads, and can help improve your sales process. However,, like all organizational processes, it’s only as effective as you make it and the energy you’re willing to devote to the process. Successful lead routing depends on the criteria you use to route your customers and the people assigned to engage with them further.

Thankfully, with lead acceleration software like OnceHub, you can cut down the effort used to carry out your lead routing and focus on the things you do best: engaging with your leads and providing them with the best service possible. The software automates the lead routing processes and provides real-time insights into your team's performance.

In this blog post, we discussed how to set up lead routing and some best practices for using it effectively.

Lead routing in its simplest form

Lead routing is the process of automatically assigning leads to employees or teams based on preset criteria. This can include lead score, location, or any other factors that you deem important.

Lead scoring is the process of assigning a numerical value to a lead, which represents their likelihood of becoming a customer. Lead scoring can be used in conjunction with lead routing to automatically send leads to the right salespeople or teams.

Another common criteria for lead routing is location. This can be useful if you have different sales teams for different regions, or if you want to route leads to the nearest salesperson.

Some industries are more relevant to your target market, because your product(s) can address specific needs for that industry. For example, if you sell software that helps with accounting, you may want to target leads in the finance industry.

The company size can also be a good indicator of whether a lead is ready to buy. Smaller companies may not have the budget for your product, while larger companies may already have established solutions in place.

The job title can also give you some insight into a lead's needs. For example, if you sell marketing software, you may want to target leads

Company size is another common criteria for lead routing. This can be helpful because the larger the company, the more complex their needs may be, and they may require a higher level of service than a smaller company.

Once you have lead routing set up, it's important to monitor your results and adjust your criteria as needed. Lead routing is an ongoing process, and you should always be looking for ways to improve your sales process.

How to create a lead route

When you're ready to start routing your leads, there are a few things you need to do:
First, you need to decide which factors are most important to your business. This will help you determine what criteria to use for lead routing.

Next, you need to choose a lead routing software that meets your needs. There are a variety of lead routing software options on the market, so it's important to do your research and choose the one that's right for you.

Finally, you need to determine which people on your team are qualified to meet with which leads. For example, there may be a few people with more experience who can handle larger companies, or someone who is specifically trained to sell to a certain industry.

Once you have all of this information, you're ready to start routing your leads! Lead routing can be an extremely effective way of managing your sales process and improving your conversion rates.

Best practices for using lead routing

Now that we've covered the basics of lead routing, let's take a look at some best practices for using it effectively:

Lead scoring should be used

The lead router is the tool, within your CRM, that will automatically assign and deliver leads to the appropriate party.

Lead scoring is a process that should be used in conjunction with lead routing, which will help you to automatically send leads to the right salespeople or teams. Lead scoring is the process of assigning a numerical value to a lead, which represents their likelihood of becoming a customer.

Utilize criteria that makes sense for your business

When setting up lead routing, you should use criteria that make sense for your business. Lead scoring, location, and company size are all common criteria that businesses use to route leads.

Monitor your results and adjust as needed

Once you have lead routing set up, it's important to monitor your results and adjust your criteria as needed. Lead routing is an ongoing process, and you should always be looking for ways to improve your sales process.

Use lead routing in conjunction with other sales tools

How to do a lead routing audit

Lead routing is an important part of the sales process, but it's only one piece of the puzzle. To make sure your lead routing process is effective, you should do a lead routing audit on a regular basis. A lead routing audit is a review of your lead routing process, criteria, and results.

When you're doing a lead routing audit, there are a few things you should keep in mind:
- Lead scoring should be used in conjunction with lead routing. Lead scoring is a process that assigns a numerical value to a lead, which represents their likelihood of becoming a customer. Lead scores can be used to automatically send leads to the right salespeople or teams.

- Lead nurturing should be used in conjunction with lead routing. Lead nurturing is the process of developing relationships with leads, even if they're not ready to buy. Lead nurturing can be used to move leads through the sales funnel and turn them into customers. Make sure the team members with lead nurturing responsibilities are qualified to interact with customers during this vital step.

- Evaluate the processes and workflows you follow to assign leads on your team. Make sure to evaluate data on your leads within your lead acceleration software. For instance, if you're using OnceHub, take advantage of the powerful dashboard that provides insight into the current status efficiency of your team's lead engagement at all steps of the process.

- Lead routing should be reviewed on a regular basis. Lead routing is an ongoing process, and you should always be looking for ways to improve your sales process. You should also make sure your team stays up-to-date on their training and that you provide them with opportunities to expand their skills, practical knowledge, and responsibilities.

Conclusion

Lead routing is an ongoing process, and you should always be looking for ways to improve your sales process. With the help of smart lead acceleration software like OnceHub, you can define the criteria used to route your customers and let the software do the bulk of the work, qualifying leads and routing them to the correct people on your team.

Learn more about OnceHub