// RevOps

Lead Routing

Automated assignment of new leads to the right rep based on territory, segment, account ownership and load.

In depth

Modern routing (Chili Piper, Default, LeanData) considers named-account ownership, round-robin among eligible reps, working hours and SLA. Poor routing is invisible pipeline leakage, leads sit unassigned for days.

Related terms

Round Robin

Fair-share distribution of unassigned leads across eligible reps, one at a time.

Territory

The defined slice of the market (geography, industry, size, named accounts) a rep is responsible for.

Book of Business

The specific set of accounts a CSM or AE owns for retention and expansion.

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