Lead Routing Logic

Lead routing determines which rep gets which account. Bad routing creates inequity, missed accounts, and duplicate outreach. This lesson covers how to build routing logic that's fair, fast, and automatic.

Routing Dimensions

Most teams route by one or more of: geography (territory maps), industry/vertical (vertical specialists), company size (SMB vs mid-market vs enterprise), named accounts (specific target accounts pre-assigned to reps), and round-robin (equal distribution when no territory rule applies).

Configuring Routing in Kopimore

In Kopimore's routing settings, you can define routing rules that assign identified accounts before they reach your CRM. This ensures that the CRM record is already assigned correctly when it's created — no manual reassignment needed. Rules are evaluated in priority order: the first matching rule wins.

Example rule set: Rule 1 (highest priority): Named account domain list → assign to Enterprise AE. Rule 2: Industry = Healthcare → assign to Healthcare specialist. Rule 3: Employee count > 500 → assign to Enterprise team. Rule 4: All others → round-robin among SMB reps.

Edge Cases to Handle

Existing CRM account: If the company already exists in CRM with an assigned owner, Kopimore should respect that assignment rather than overriding it. Configure "respect existing owner" in integration settings.

Territory overlap: When an account could qualify for multiple territories, the first matching rule in your priority order wins. Document this explicitly so reps don't dispute ownership.

Unassigned reps: If the assigned rep is on leave, build a fallback rule that routes to their manager or a backup rep to prevent accounts from falling into a black hole.