Fix Routing

Broken lead routing is one of the most expensive problems in B2B — hot leads go cold because they're assigned to the wrong rep, sitting in the wrong queue, or lost between marketing and sales.

I fix it.

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The Problem

Routing failures follow predictable patterns:

• Round-robin that ignores territory — leads from your best accounts get assigned to whoever's next in the queue, not the rep who owns the relationship
• MQL → SQL handoff gaps — marketing passes leads that sales never picks up, or sales rejects leads that marketing counted as qualified
• No fallback logic — when reps are on holiday, leads sit unassigned for days
• Routing rules nobody understands — a tangle of if/then conditions built over years, with no documentation and conflicting triggers

The cost isn't abstract. Every hour a qualified lead sits unworked, conversion probability drops. Every misrouted lead damages rep trust in the system.

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How I Approach This

1. Map Current Routing

I document every routing rule, assignment trigger, and queue in your system. I identify which rules conflict, which are redundant, and which are missing.

2. Define Routing Logic

Using predicate-based qualification (not arbitrary score thresholds), I design routing rules that reflect your actual sales motion — territory, account ownership, deal size, product interest, and rep capacity.

3. Build Fallback Chains

Every primary assignment needs a fallback. I build escalation paths, SLA timers, and re-assignment triggers so no lead goes unworked.

4. Test and Monitor

Before going live, I run the new routing logic against historical data to validate accuracy. After launch, I set up monitoring dashboards to catch routing failures in real time.

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What You Get

• Routing Architecture Document — Complete logic map showing every path a lead can take from creation to rep assignment
• Predicate Definitions — Clear, unambiguous qualification criteria for each routing path
• Fallback and Escalation Rules — SLA timers, re-assignment triggers, and manager alerts
• Monitoring Dashboard — Real-time visibility into routing performance, unassigned leads, and SLA breaches

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Who This Is For

• RevOps teams inheriting a broken routing system
• Companies scaling beyond founder-led sales into structured territory management
• Teams experiencing rep complaints about lead quality or assignment fairness
• Firms with multiple products, regions, or sales motions that need differentiated routing

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Related Products

• Revenue Systems — Commercial systems design including routing logic, health models, and reporting
• CRM Architecture — Full CRM schema, object model, and lifecycle rules
• Pipeline Audit — Diagnostic engagement to find where pipeline is leaking

Related Use Cases

• For RevOps Teams — Fix routing, track health, and improve reporting across the revenue engine
• For Sales Teams — Define stages, clarify handoffs, and reduce waste

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→ Book a Consultation — Let's map your routing and find the gaps.

Or email directly: tim@hiretimothysolomon.com