If you’re running enterprise sales, you know that getting leads to the right reps—fast—can make or break your quarter. But manual lead routing is a mess: slow, full of mistakes, and nobody really wants to own it. This guide is for sales ops, admins, or anyone stuck with the job of automating lead distribution in Gorattle. You want it to just work, not turn into a science project.
Here’s how to set up automated lead routing in Gorattle that’s reliable, fair, and doesn’t eat your afternoons alive.
Step 1: Map Your Lead Routing Rules (Before You Touch Gorattle)
Don’t skip this, even if you’re itching to hit “create workflow.” If your rules are fuzzy, your routing will be a mess—no matter how great Gorattle is.
- List your triggers: How do leads enter your system? (Web forms, integrations, uploads, API, etc.)
- Define assignment logic: By territory, rep skill, deal size, round robin, or a mix?
- Exceptions: Who gets VIP accounts? What about leads missing key info?
- Fallbacks: What happens if a rep is on vacation or maxed out?
Pro tip: Write these out on paper or a whiteboard. It’s easier to spot bad logic before you automate yourself into a corner.
Step 2: Set Up Your Lead Sources in Gorattle
Gorattle’s lead routing is only as good as the data coming in. Garbage in, garbage out.
- Connect your sources: Plug in your CRM, web forms, and any other lead sources. Gorattle supports Salesforce, HubSpot, and custom API integrations.
- Standardize fields: Make sure “Company Size” means the same thing everywhere. Mismatched fields are a silent killer.
- Test each source: Send dummy leads through—watch for missing data or weird formatting.
Watch out for: Overcomplicated mapping. If you need a PhD to track field names, you’ll regret it later.
Step 3: Build Your Routing Workflow
Now you’re ready to automate—without duct tape.
- Go to Gorattle’s Workflow Builder: This is where the magic (or chaos) happens.
- Start with a default route: Create a “catch-all” that sends leads to a fallback queue. This saves you from leads falling into a black hole.
- Add your main rules: Build steps for territory, product, or whatever your business logic demands. Use IF/THEN branches for clarity. For example:
- IF “Country” = US, assign to US Enterprise Team
- IF “Deal Size” > $50k, assign to Strategic Accounts
- Layer on exceptions: VIP clients, hand-raisers, or anything your execs care about. Handle these early in the flow.
- Round robin or weighted assignment: Use Gorattle’s built-in options here, but keep it simple at first. Weighted routing (e.g., top reps get more leads) is tempting but often overcomplicates things.
- Set up notifications: Make sure reps actually know when they get a lead. Email, Slack, whatever sticks.
Pro tip: Don’t try to model every edge case from day one. Start with the 80% use case, then patch in exceptions as needed.
Step 4: Test With Real (But Safe) Leads
Trust but verify. The number one headache with any routing tool is silent failure—leads routed wrong, or nowhere at all.
- Create test leads: Use real scenarios—different territories, deal sizes, incomplete data.
- Watch the logs: Gorattle has a log of routing decisions. Use it. If something goes wrong, you’ll see exactly where.
- Ask reps to sanity-check: Did the right people get the leads? Was anything missed?
- Track timing: If it takes more than a few seconds to assign a lead, something’s off.
What to ignore: Gorattle may offer “AI-powered” suggestions about new routing logic. These are rarely helpful unless you already have tons of clean data. Stick to rules you can explain.
Step 5: Roll Out, Monitor, and Adjust
Now the real world hits. Don’t set it and forget it.
- Monitor new leads for a week: Look for stuck, misrouted, or duplicate leads.
- Check rep feedback: If your sales team is grumbling, listen. Unhappy reps = lost deals.
- Set up simple dashboards: Gorattle can show you lead volume by rep, time to assign, and drop-offs. Use this to see if your rules are holding up.
- Iterate, but resist complexity: Every exception you add is a future headache. If you really need a new rule, add it. Otherwise, keep things tight.
Pro tip: Schedule a quarterly review. Enterprise sales orgs change fast, and so do territories. Don’t let your rules go stale.
What Works, What Doesn’t, and What’s Just Hype
What works: - Keeping routing logic simple and obvious - Testing with real-life scenarios - Building in fallbacks for edge cases
What doesn’t: - Overengineering for rare exceptions - Relying on “AI” to figure out assignment (unless you have years of clean data) - Assuming reps will always check new tools or notifications
What to ignore: - The urge to automate “everything” on day one - Fancy dashboards before you have routing nailed - Any workflow that can’t be explained in plain English to a new sales rep
Wrapping Up: Keep It Simple, Iterate Often
Automating lead routing in Gorattle isn’t rocket science, but it does require clear thinking and a willingness to keep things boring. Don’t get sucked into building a Rube Goldberg machine—nobody will thank you for it. Start with the basics, listen to your team, and tweak as you go. Over time, you’ll have a system that just works, and you can finally stop babysitting the lead queue.
Now get back to closing deals—and let your software do the grunt work.