The lead routing health checklist.

Seventeen questions to ask of your lead routing, from the rules to the handoff. Each links to a guide with a way to check it yourself. Get the one-page PDF to work through with your team:

Rules and flows

• Every assignment rule entry can match something: no stray quotes, no country names tested against code fields, no retired picklist values.
• No entry sits behind a broader one, and nothing comes after a catch-all.
• Only one system has the last word on the owner, and you know which one.
• No flow assigns to a hard-coded user or queue Id.

People and queues

• No leads, and no open deals, are owned by people who have left.
• Every queue that receives leads has someone working it.
• Round robins and pools list only current, available people.
• No leads are still sitting with the integration user.

Speed and follow-up

• You know your first response time per rep, against a target.
• Leads still at the default status after two days are few, and you know why.
• Owners are not changing back and forth.

The handoff and the data

• Deals leave the SDR team by the handoff stage.
• Converted leads create an opportunity, on an account with the right owner.
• Every lead has a source and a campaign.
• The same person does not arrive twice.

Routing tools and territories, if you use them

• Your routing tool keeps a history log, and it shows no errors.
• Territory rules can match, and every territory has someone in it.

Every item passes? Then check again after the next person leaves, the next form goes live, or the next rule changes: that is when routing breaks. When to check.