POwer routes

Assign inbound leads to reps based on sales territory

Got a sales rep who’s closed more deals with prospects from APAC? Want a particular sales team to do outbound on NAMER? Here’s how you can assign leads to reps based on their sales territory with zero manual admin grunt.

Krishna Charan
May 22, 2024
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There are two primary reasons why sales teams are mapped to a territory or region. One’s based on their expertise of handling prospects from the territory. 

The other, for the simple reason that the sales team handles a particular time zone or territory on a rotation basis.

In this template, I’ll share how you can create a workflow to assign inbound leads from different regions to a sales team based on their IP address. 

How to distribute a prospect to the right sales team?

Here’s how you can use RevenueHero to set up geo-based routing and assign prospects from different regions to the right sales territory. 

1. Set up distribution rules

Under Distribution Rules, you can set up conditions for identifying an inbound lead‘s region and route them to the right sales team. 

In RevenueHero, head to “Inbound” in the navigation bar and click on “Distribution Rules”. You will find existing distribution rules (if you’ve already set up some) and a button to create a new one.

Click on “Create New Rule” and choose “Assign to Single Member” when the distribution rule pop up appears. 

You will also see the Assign to Multiple Members option that might come in handy when you need to set up collective round robin. 

For instance, if you want to assign an inbound lead to an AE and SE right on the first call, this option will save you the hassle of finding common ground between your team members and prospect for the meeting.

In the “Assign Meetings” tab, you can add the sales team or territory to be used to assign prospects from a region.

Once you proceed, you can add conditions based on form inputs, CRM fields, and enriched data. 

Consider a routing scenario, for instance. You want an enterprise prospect from a NAMER region, who also has the role of a “decision maker”. Here’s how it will look like under “Add Conditions”:

  • Form inputs: Number of Employees = 1000+
  • CRM contact field: Buying Role = Decision Maker
  •  Enrichment: Continental Region = NAMER

Since RevenueHero enriches data such as prospect’s timezone, country, and region from their IP address, all you have to do is choose “Continental Region” from Enrichment and add the region you your sales team to be mapped to. 

Finally, you can give the distribution rule a name that helps you identify easily while setting up the inbound router. 

2. Add the distribution rule to the inbound router

The distribution rules come alive only after you add them to inbound router(s) associated with forms. 

So for every meeting request page on your website, you need to configure an inbound router that brings together:

  • The form you want to map to the router
  • Matching rules to assign contact owners
  • Distribution rules to assign sales reps
  • Meeting type to map to the router
  • The booking widget that needs to show

Whatever you add as a distribution rule will be activated only if the conditions for matching rules are not met. 

Head to “Routers” in the Inbound nav bar and start setting up Distribution Rules. The Distribution Rules you’ve already added will show up here and you can just choose from the drop down.

Once you’re done adding other rules, form details, meeting type and widget setup, you can publish the router. You can also check out how to implement matching rules for account owners and contact owners.

Here’s an elaborate video that explains how you set up geo-based distribution for different scenarios using RevenueHero:

If you’re looking to configure more workflows and use cases that span across your GTM, check out our other power routes.