Routing is judged by what happens to leads after the rule runs. A handful of measures show whether it is working, and none needs a new tool.
1. Leads with no working owner
Leads owned by a queue nobody works, by an inactive user, or by the default owner. This is the most direct measure of routing that has failed.
2. Leads untouched after a set time
Leads still at the default status after two days. Pick your own threshold and keep it. See stuck at the default status.
3. First response time
The time from creation to the first real activity, per rep, against a target. See measuring lead response time.
4. Owner changes per lead
A lead that changes owner repeatedly is being fought over by two systems. See the owner keeps changing.
5. Conversion and handoff
Leads that convert without an opportunity, and deals that stall before the handoff stage. See converted, no opportunity and the SDR to AE handoff.
How to read them
Look at the trend, not one reading. A measure that moves after a change to a rule, a person or an integration points to the cause. A single high week often does not.
Check it yourself
SELECT COUNT() FROM Lead WHERE IsConverted = false AND (Owner.IsActive = false OR Owner.Type = 'Queue')Run the first measure today and write the number down. Then run it again next week.
Have it checked every night instead.
Routing Forensics connects as a read-only user and checks this, and the rest of your routing, against your real leads. Three design partners get a free health report on their own CRM, free for 90 days: what is leaking, where, and what it is worth. Apply for a place.
The free scan cannot see this one: it reads assignment rules, flows and queues only. Connected, it is checked every night.