Five signs your lead routing is broken

Why routing matters

Speed to lead is one of the strongest predictors of conversion in B2B. When a lead waits a day for a reply, or two reps call the same person, the problem is rarely effort. It is usually how leads get assigned. Here are five warning signs and how to fix each one in ReachIQ.

1. Leads sit with no owner

If your Leads list has rows without a lead owner, nobody is responsible for them. Filter by owner set to empty every morning, or make owner part of your import file so every lead arrives assigned.

2. The same person is contacted twice

Duplicate records mean duplicate outreach. Use Manage duplicates from the actions menu to merge matches, and check for an existing contact before creating a new lead.

3. Hot leads wait as long as cold ones

If every lead is treated the same, your best ones wait. Use the lead score and a Hot leads saved view so reps work the highest-scoring leads first each day.

4. Nobody knows where leads come from

Without a source on every lead you cannot tell which channels to invest in. Make source a required column on import and review Leads by source every month.

5. Follow-ups depend on memory

A first call is only the start. If follow-ups are not tasks with due dates, they are forgotten. Create a task straight from the lead record and let overdue alerts in the notification bell do the reminding.

A simple routing routine

1. New leads arrive with a source and score.
2. Leads are assigned to an owner by territory or round robin.
3. Reps work the Hot leads view first.
4. Every contact attempt is logged and the next step becomes a task.
5. Managers check unowned and overdue leads daily.