A Lead, Contact, or Account/Company can be routed directly to a rep based on region. This can be done by establishing rules in your queues (Open workspace, Assigned Meetings - Queues) based on pre-existing fields in your Salesforce or HubSpot CRM instance.
Like all other queues explained in the Introduction to Queues, you can choose between Flexible, Strict, or a combination round-robin.
In this article, we will walk through:
How do I prioritize routing based on region?
Step 1
Establish queues based on region and assign each region with the appropriate team members.
Step 2
Per each queue, establish if you'd like to use a strict or flexible round robin.
Step 3
Based on fields set up in your Salesforce instance, create rules based on region for each of the following areas:
- Related Account
- Related Contact
- Related Lead
Or based on properties in your HubSpot CRM instance, create rules based on region for each of the following areas:
- Related Company
- Related Contact
Step 4
Activate your queue!
Example
We establish two separate queues: 1 for Team USA and 1 for Team International with their corresponding team members assigned.
USA Inbounds:
and Non-USA Inbounds:
Here is our Non-USA territory Queue:
Here are the rules in our USA territory queue:
These queues can be enabled on your Router for inbound lead distribution via Concierge or used for SDR to AE Handoff via Instant Booker.
How does queue grouping work?
Queues are grouped under the following categories:
- If an inbound prospect is net new AND they qualify, and they click the time slot to book a meeting, then assign to account executives as follows:
- US Enterprise Sales: US Accounts with employee size > 500
- US Small Business - Sales: US accounts with employee size <=500
- Non US - Enterprise - Sales: Accounts outside US with employee size >500
- Non US- Small Business - Sales: Accounts outside US with employee size <=500
- If an inbound prospect is net new AND they qualify and don't book a meeting directly through the Concierge Inbound Router (either because they never get around to clicking a time or they close the calendar popup) then assign to the SDR team as follows:
- US Enterprise Sales Development: US Accounts with employee size > 500
- US Small Business - Sales Development: US accounts with employee size <=500
- Non US - Enterprise - Sales Development: Accounts outside US with employee size >500
- Non US- Small Business - Sales Development: Accounts outside US with employee size <=500
- If an inbound prospect is already in Salesforce and is worked on by a sales development representative:
- Assigned Leads - Existing leads in Salesforce with an Account Owner
- If an inbound prospect is already in Salesforce and is worked on by a sales representative:
- Assigned Accounts - Existing accounts in Salesforce with an Account Owner
Other settings
Meeting types: for sales development queues, the discovery template, for sales team, the demo template from these examples here