Lead management

Route to the right active rep

Assignment follows reviewed rules within the selling entity. Named-account ownership takes precedence, followed by an explicit campaign rule, then territory, geography or industry, and finally the approved fallback, unless the approved policy specifies another order. Rules use the actual captured or reviewed inputs and an eligible active rep pool.

Round-robin selection records which rule and position produced the assignment. Concurrent arrivals advance that position once for each assignment. Missing eligibility leaves an explicit intake exception rather than selecting an inactive user or an arbitrary person.

Sales Ops prepares routing changes and realignments; an independent Sales Manager authorizes the affected commercial assignment scope. Each applied change records the previous and new owner. Moving open work preserves the ownership and credit already captured for historical deals and forecasts.

Work the lead to a decision

My Leads helps Sales Rep work assigned enquiries through New and Working. Calls, meetings and tasks retain their owner, schedule and actual outcome. The rep records the next action and checks the prospect’s need, account relationship and available evidence before deciding Qualified or Disqualified. Disqualification retains a reason.

Qualification is a recorded sales decision. Conversion then matches or creates the account and contact, and creates an opportunity when the agreed scope warrants one. Qualified and Converted remain distinguishable, so reporting can explain both the decision and the resulting records.

Preserve the conversion and communication history

Conversion retains the exact account, contact and optional opportunity returned by that action. Retrying it returns those same results. Duplicate review can reuse an existing relationship without losing the original enquiry, campaign membership or activities.

Communication restrictions follow the canonical recipient through conversion and later merges. A new contact record, changed owner or fresh campaign list cannot clear an existing restriction. Every proposed follow-up checks the permitted channel and purpose again when it is sent.

Lead Funnel uses actual capture, qualification and conversion evidence for its cohorts and elapsed times. Reopened or corrected work retains the earlier decision history so a current status edit cannot manufacture another new lead or conversion.