A Salesforce lead routing audit: what it covers, and how to do one.

A lead routing audit answers one question: when a lead arrives, does it reach a person who can work it, quickly? It is not a review of your rules on their own. It follows real leads from the form to the owner and counts the ones that did not make it.

What it checks

• Routed: the assignment rules, flows and routing tools that pick the owner. Can every entry match? Does anything run after them and change the owner?
• Owned: the person or queue the lead lands with. Are they active, in the right place, and able to see it?
• Worked: whether anyone acts in time, measured against a target.
• Converted: whether a converted lead becomes a deal, and whether deals leave the SDR team on time.
• The data underneath: source, campaign, duplicates and the fields the rules read.

The routing health checklist lists seventeen questions across these, each with a guide.

Do it yourself

1. Run the free scan. Your admin exports the routing configuration, and the scan reads it in your browser. Nothing is uploaded. It finds rules that can never match, entries behind a catch-all and queues with nobody in them.
2. Count the outcomes. Three queries in Salesforce lead routing: how it breaks and how to check it show leads in queues, with inactive owners, and untouched.
3. Walk one real lead through the rule by hand, in order, against its actual values.
4. Measure first response time per rep against a target.
5. Write down the numbers. An audit is only useful if you can compare it with the next one.

The nightly alternative

An audit is correct on the day. Routing changes when people leave, forms are added, picklists are renamed and flows are edited, and each change can break it quietly. A nightly check runs the same questions every night as a read-only user, tells you what is new, and shows a fix only once the next night proves it gone. See lead routing monitoring.