How can I define the automatic assignment of Lead team resources?

Using a scheduled process, you can automatically assign lead team members and appropriate sales territories to leads. The scheduled process accepts criteria to determine the batch of leads to be assigned.

During the rule-based assignment phase of the batch process, matching candidates are automatically added to the lead team. During the territory-based assignment phase of the batch process, territories are automatically added to the lead territory team.

This example outlines how to set up lead assignment tasks and to schedule the tasks in sequence so that you can automate the lead resource assignment process.

Scenario

The automotive sector uses geography data and overall lead quality to periodically assign leads to automotive dealers. You can assign leads automatically by using score and rank criteria before being assigned a resource. Leads are automatically assigned through the assignment manager feature by associating assignment criteria to assignment rules. For example, leads are assigned based on the following criteria:

Lead source
Geography
Lead score
Named accounts, such as the top 20
Industry
Products

When partners must engage with customers to ensure a timely sales follow up, set up assignment manager to automatically assign partner leads to internal channel managers.

Manual Setup Assignment Manager Tasks

You can perform manual setup tasks through the assignment manager UI as follows:

Define lead distribution rules
Define partner matching rules
Define the quality parameters to assign leads for follow-up activities
Set up lead qualification rules
Set up lead classification rules to assign leads to specific sales channels
Set up lead routing rules to route leads to sales resources in a selected sales channel
Set up lead distribution rules to assign leads to a specific salesperson or a partner sales territory

Use rule sets if you're assigning leads by rule-based assignment. If the lead requires territory-based assignment only, then rule sets aren't used. During a lead import, either ranking or scoring is used as the default qualification criteria. However, if scoring is used to determine the lead rank, then both lead score and lead rank can be used as criteria for assigning lead resources.

Automatic Assignment Manager Tasks in Batch Mode

To automate assigning lead resources, schedule and sequence these tasks to occur in this order when assignment manager runs in batch mode:

Assign leads to a sales channel
Route leads to sales organizations and sales territories
Assign leads to individual salespeople or partners

You can also manually assign leads to specific internal or external resources. You can make these selections:

Job type
Rule set
Filtering criteria for selecting lead