Set Up the Assignment Rule for Assigning Leads

You can use assignment rules to automatically assign your leads to sales resources or to sales territories. In this example, you set up a rule that assigns imported leads to sales resources, the inside sales representatives.

Creating an assignment rule involves the following three major steps:

1. Create a rule set.

2. Create the rule.

3. Publish the rule set.

Create the Rule Set

You must create a rule set before you create your rule. The rule set makes it possible for you to have more than one rule for your lead assignment.

1. Open the Manage Sales Lead Assignment Rules task from the Setup and Maintenance work area:

   • Offering: Sales

   • Functional Area: Leads

   • Show: All Tasks

   • Task: Manage Sales Lead Assignment Rules

2. Select the Sales Lead Resource Rule Category from the Category list. You're assigning resources to the leads.

3. Create a rule set:

   1. Click Add Row (plus sign icon) in the Rule Sets region toolbar.

   2. Enter a rule set name in the Name field and an optional description.

   3. Make sure that All is selected as the Filter.

      The All setting ensures that all the inside sales representatives are assigned to all of the lead sales teams so each sales representative can work any of the leads you import.

      If you selected Random as your filter value, then the inside sales representatives are assigned to the lead teams at random. Each representative would be assigned approximately to the same number of leads, but the representatives could not view and work on the leads assigned to the others.

   4. Save.

Create the Rule

Now create the rule to assign the inside sales representatives to all imported leads that are unqualified.

1. With the rule set you just created selected, click Create (the plus sign icon) in the Rules region.

   The Create Rule page appears.

2. Enter a rule name and an optional description.

3. In the Conditions region, make sure the All conditions met operator is selected for the Rule Applies If field.

4. Click Add Row (the plus sign icon).

5. Now enter the first of the two conditions. This first condition ensures that the rule only assigns imported leads.

   Field	Selection
   Object	Sales Lead
   Attribute	Import Activity Identifier
   Operator	Is not blank

6. Click Add Row again and enter the second condition. This condition assures that the rule assigns only unqualified leads.

   Field	Selection
   Object	Sales Lead
   Attribute	Status
   Operator	Equals
   Value	Unqualified

7. In the Action region, enter the names of the inside sales representatives who work the imported leads:

   1. Click Select and Add (plus sign icon).

   2. Search by name in the Select and Add window.

   3. Select the name.

   4. Click OK.

      Clicking Apply instead keeps the window open so you can add additional resources.

8. Click Save and Close.

   You're returned to the Manage Sales Lead Assignment Rules page.

Publish the Rule Set

For the rule to become active, you must publish the rule set after each change by clicking Save and Publish on the Manage Sales Lead Assignment Rules page. The application lists the day and time when the rule was last published.