Segment routing looks simple: small companies to one team, large ones to another. The faults are in the edges.
Where it goes wrong
- Ranges overlap. An entry for 50 to 200 staff and one for 100 to 500 both match 150 staff. The first entry wins. See which entry wins.
- Ranges leave a gap. Nothing matches 201 to 249, so those leads reach the default owner.
- The field is blank. Employee count is often empty on a web form lead. Blank matches no range.
- Industry values differ from the picklist. Free text and picklists do not match each other.
- Two conditions can never be true together. For example, two different industries joined by AND.
Count it yourself
SELECT COUNT(Id) FROM Lead WHERE IsConverted = false AND CreatedDate = LAST_N_DAYS:30 AND NumberOfEmployees = nullThese leads cannot be routed by size. Decide what they should do, and write it as the last entry. Then check the lead owners by band against the team you meant. See leads going to the default owner.
The free scan checks your export for:
- size bands that leave a gap
- size bands that overlap
- flow outcomes that leave a size gap
- flow outcomes that overlap on size
- entries that can never match
- entries hidden behind broader ones
No export access? Paste your rule entries instead.
A worked example
A made-up rule has three size entries. Entry 1: 50 to 200 staff to the SMB team. Entry 2: 100 to 500 staff to mid-market. Entry 3: 501 and over to enterprise.
- A lead with 150 staff matches entry 1 first. Mid-market never sees it.
- A lead with 30 staff matches nothing. It reaches the default owner.
- A lead with no size matches nothing either.
Decide the bands
Each band should start where the last one ends. Use "less than" and "greater or equal", so no number sits in two bands or none. Write the last entry for leads with no size.
Count each band and the gaps before you trust the rule.
SELECT COUNT(Id) FROM Lead WHERE IsConverted = false AND CreatedDate = LAST_N_DAYS:30 AND NumberOfEmployees >= 0 AND NumberOfEmployees < 50Change the two numbers for each band. The counts should add up to all the leads with a size.
See also: Route HubSpot contacts by company size.
Related: route leads by score in Salesforce.
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.
Or check it now. The free scan reads your Salesforce export in your browser. Nothing is uploaded.