Examples of Custom Routing Rules

Learn how businesses use custom deal routing to get the right deals to the right sales teams. Automatically.

There are two things to consider when thinking about the information you need to collect from your leads:

1. What information do I need to distinguish deals so that they go to the correct sales team?

2. What information do I need to distinguish deals that need to be addressed urgently? See our post on fast vs slow lanes for incoming leads.

You want to make sure you get enough information from a potential lead to assign it to the right sales team, but it is also important your potential leads are not filling out endless forms. Let’s take a look at how some successful businesses are using RouterJet with Pipedrive to accomplish this.

Example 1: A sustainable furniture company uses deal source, location and timeframe to get the deals responded to correctly.

This boutique furniture company uses several methods to gather leads and then uses the custom routing rules in RouterJet to automatically distribute those leads to the right teams.

The criteria used for custom routing:

• Deal Source: This furniture company has leads coming from the contact form on the Instagram ads and show room drop-ins. They don’t want showroom drop-ins to be handled by RouterJet since they’re assigned manually when the customer comes into the showroom.
• Location: If a lead comes in from California, it will be assigned to the California sales team.
• Timeframe: In Pipedrive they have a custom field for the timeframe for buying the furniture. The options are ASAP, 3-6 months or Just Looking. Adding this extra question on the contact form allows the teams to gauge how hot the lead is and respond accordingly. Leads that indicate they want to buy ASAP have escalation turned on which ensures an agent gets in contact with that lead as soon as possible.

Example 2: A software company uses deal creator, country and staff size to correctly allocate incoming leads.

The criteria used for custom routing:

• Creator: To separate leads automatically generated or manually assigned.
• Country and Staff Size: To assign leads to the correct sales team based on the country and staff size of the lead.

Example 3: An Insurance agency offers free quotes on their website and completed applications get their own pipeline.

This insurance agency offers free quotes on their website, and completed applications get their own pipeline.

   Note: Escalation time can be changed based on the needs of your business.

Completed applications should be followed up with as soon as possible so deals in this pipeline are escalated. This means that if the deal is not claimed by the first agent then the option to claim the deal gets sent to the next agent. Applications that are not completed are added to a different pipeline in Pipedrive. These leads from incomplete applications do not get escalated because the urgency in following up with those is not as strong.

---

We hope these examples will help you see how RouterJet can help with automatic lead distribution from Pipedrive. You might also be interested in some of our posts about automatically getting leads into Pipedrive: