The Lead Auto-Assignment Settings screen lets you configure rules for automatically routing incoming leads to the right sales reps. Instead of manually assigning every lead, set up rules based on territory, round-robin, lead source, or other criteria — and let the system handle the routing for you.
Getting There
Navigate to Operations → Sales → Lead Auto-Assignment Settings in the left sidebar, or access it from the Deals screen’s settings area.
Key Features
Assignment Rules
Define the logic that determines which rep receives each new lead. Rules can be based on geography, industry, lead source, company size, or custom attributes. Rules are evaluated in order, so the first matching rule wins.
Round-Robin Distribution
For leads that don’t match a specific rule, configure round-robin distribution to evenly split leads among available reps. This ensures fair distribution and prevents any rep from being overwhelmed.
Notification Settings
Configure notifications that alert reps when a new lead is assigned to them. Quick notification ensures leads get contacted promptly, improving conversion rates.
First Contact Targets
Set target response times for how quickly reps should make first contact with new leads. The system tracks actual response times against these targets, helping you identify and address slow follow-up.
Step-by-Step: Setting Up Auto-Assignment
- Define your rules — Create assignment rules based on your territory and team structure.
- Set rule priority — Order your rules from most specific to most general. The first matching rule will be applied.
- Configure round-robin — Set up fallback round-robin for leads that don’t match any specific rule.
- Enable notifications — Turn on rep notifications so they know immediately when a new lead arrives.
- Set response targets — Define first-contact time targets to drive accountability.
- Test the flow — Submit a test lead and verify it’s routed to the expected rep.
💡 Tips & Best Practices
- Keep rules simple — Complex rule chains are hard to debug. Start simple and add complexity only when needed.
- Monitor first-contact times — Speed to lead is one of the biggest predictors of conversion. Track it closely.
- Update rules when territories change — When team structure changes, update your assignment rules immediately to prevent leads from going to the wrong rep.
Frequently Asked Questions
What happens if no rule matches a lead?
If no specific rule matches, the lead falls into the round-robin pool and is assigned to the next rep in rotation. If round-robin isn’t configured, the lead remains unassigned until manually handled.
Can I override an automatic assignment?
Yes — leads can be manually reassigned after automatic assignment. The change is tracked in the lead’s history.
How fast do notifications go out?
Notifications are sent immediately when a lead is assigned. Reps receive email notifications to ensure they don’t miss new leads.
Related Articles
- Deals — Manage your sales pipeline
- Deals Settings — Configure pipeline settings
- MQL Tracker — Track marketing qualified leads