Inbound Sales: Routing Leads
Business Goal: Route leads to the right sales agent automatically.
When a message comes in from a new lead, youβll want to send it to the right sales agent, for example, in the correct region or specializing in the right product line. You can automatically do this using information collected from the lead.
Benefits of Routing Leads
Use routing to:
Streamline sales process by automatically sending qualified leads to sales agents.
Help sales agents get relevant leads faster.
Methods for Routing Leads
Route leads automatically based on input.
Route leads automatically based on existing lead data.
Route leads automatically based on input
Use this method when you need additional input from leads for qualification.
Method Objectives
Ask leads a multiple choice question to get the information you need.
Route leads to an agent specializing in that category.
Workflow Setup
Hereβs an example of how to use a Workflow to route leads to sales agents. You can adapt it according to your business needs.
In this example, weβll show how to route a lead based on what plan theyβre interested in. Other types of questions you might ask include Which country are you in? What is your budget? Which product line are you interested in?
Use the Ask a Question Step to ask a multiple choice question
Route leads to the appropriate agent
Use a Branch Step to route leads to the right team or agent based on their answers. Since we saved the above example Variable as PlanType and we have two plans, Individual and Business, weβre adding a branch for each answer.
Route based on existing lead data
Use this method when you want to route leads to the right sales agent based on existing Contact information.
Method Objective
Route leads based on existing Contact information.
Workflow Setup
Hereβs a setup example of the Branch Step to route leads based on existing Contact information. For this example, weβre using the country field.
Add a Branch Step > select Contact Field and Country > select is equal to from the Operator menu > choose your desired country as the Value.
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