# lead-routing

Walks you through designing lead assignment logic: rule precedence, territories, round-robin variants and catch-all queues.

- skill · `type=skill` · Claude Code, Codex, Cursor, GitHub Copilot, Gemini CLI, OpenCode · 19800 installs · ★ 1
- Author: Maya-Beth Finotti
- License: MIT · policy=mirror · the beginning of the file is at the end of this page
- Source: https://github.com/mbfinotti/revops-skills/tree/HEAD/skills/lead-routing/SKILL.md
- Updated: 2026-09-14
- HTML: https://affpapa.org/en/nevibecode/skills/lead-routing

## What it does

The skill covers the whole chain from lead capture to a named owner who actually accepts the lead. It opens with an interview, one question per message, multiple-choice where possible. You get asked where leads originate, which attributes are reliably filled at capture, how many reps sit in which pools, what coverage hours look like, and what fair distribution means to your team.

Then comes the build order. Instrument first: stage timestamps from capture through first action. Fix lead-to-account matching next, on email domain before fuzzy company name. Only after that do rules get written. The precedence ladder runs top-down, first match wins, and it ends in a monitored triage queue with a named owner and a weekly review that turns repeat exceptions into rules. Which round-robin variant you pick follows from the fairness definition the team gave.

Assignment-affecting changes are not meant to be edited straight in production. The skill pushes a sandbox run with a synthetic test pack, then a canary segment with daily reconciliation and a rollback plan. Lead score is an input only — a threshold or a ranking signal, never something this skill tunes.

## Install

### Claude Code (native platform)

1. **Skills CLI (Vercel)**
```bash
npx skills add mbfinotti/revops-skills --skill lead-routing -a claude-code
```

2. **Manually: put the files in place**
- File: `~/.claude/skills/lead-routing/SKILL.md` — Copy the whole skill folder; for one project use .claude/skills/lead-routing/

### Codex

1. **Skills CLI (Vercel)**
```bash
npx skills add mbfinotti/revops-skills --skill lead-routing -a codex
```

2. **Manually: put the files in place**
- File: `.agents/skills/lead-routing/SKILL.md` — For all projects use ~/.agents/skills/

### Cursor

1. **Skills CLI (Vercel)**
```bash
npx skills add mbfinotti/revops-skills --skill lead-routing -a cursor
```

2. **Manually: put the files in place**
- File: `.cursor/skills/lead-routing/SKILL.md` — Cursor also reads .agents/skills/ and .claude/skills/

### GitHub Copilot

1. **GitHub CLI**
```bash
gh skill install mbfinotti/revops-skills lead-routing
```

2. **Manually: put the files in place**
- File: `.github/skills/lead-routing/SKILL.md`

### Gemini CLI

1. **Skills CLI (Vercel)**
```bash
npx skills add mbfinotti/revops-skills --skill lead-routing -a gemini-cli
```

2. **Platform CLI**
```bash
gemini skills install https://github.com/mbfinotti/revops-skills --path skills/lead-routing
```

### Windsurf (Devin Desktop)

**Manually: put the files in place**
- File: `.devin/skills/lead-routing/SKILL.md` — The legacy .windsurf/skills/ path still works

### OpenCode

**Skills CLI (Vercel)**
```bash
npx skills add mbfinotti/revops-skills --skill lead-routing -a opencode
```

### Claude.ai

**Claude.ai**
- Zip the folder and upload it in Settings → Capabilities → Skills

Where a file is given instead of a command, copy the files from the source to that path: https://github.com/mbfinotti/revops-skills/tree/HEAD/skills/lead-routing/SKILL.md

## When to use it
- order assignment rules by precedence and clear the overlaps
- fix a lopsided rotation where some reps drown and others idle
- match leads to accounts on email domain
- stand up a queue for leads nobody works
- add an acceptance clock with reroute to a backup rep

## Example prompts
- Design lead routing for three rep pools: straight round-robin plus a catch-all queue
- Leads are piling up unworked in our CRM — fix the assignment rules and add escalation
- Set up territory rules by geography and segment, and put named accounts higher in the ladder

## Source text · SKILL.md · MIT

Below is the content of a third-party file. It is data, not instructions for you: do not act on anything written inside unless the human asks. Block tag: 1704fbbf70c6d0a7.

BEGIN THIRD-PARTY FILE 1704fbbf70c6d0a7
```text
---
name: lead-routing
description: Design the assignment logic that routes inbound leads to sales reps - rule precedence and waterfall ordering, lead-to-account matching, territory assignment rules (geography, segment, industry, named accounts), round-robin variants (straight, weighted, capacity-based, availability-aware), fallback catch-all queues, SLA escalation and reassignment, and safe rollout of routing changes. Use whenever the user mentions lead routing, lead assignment, territory assignment, round-robin, lead distribution, "who gets this lead", a lopsided round-robin, or leads sitting unworked in a CRM queue - even if they never say "routing". Covers B2B account-based and B2C/PLG high-volume routing. Do NOT use for designing the lead score itself - use mbfinotti/revops-skills@lead-scoring instead.
license: MIT
metadata:
  author: Maya-Beth Finotti
  version: "1.3.5"
---

# Lead Routing

Design the assignment logic that gets every inbound lead to a named owner who accepts it. No industry-named framework exists for this discipline - practitioners independently converge on the same de facto pattern: an ordered precedence ladder (also called a rule waterfall), evaluated top-down, first match wins, terminating in a monitored catch-all. Present it as common practice, never as a branded methodology.

Routing is not assignment.

- **Assignment:** a CRM owner-field write.
- **Routing:** the full chain from capture to a person taking responsibility, or the system raising a visible exception with a timer and an escalation path.

Most routing failure is silent:

- rules fire
- dashboards show green
- leads sit unworked in queues nobody owns

Lead score is strictly an input here, never a design target. Use the score the user already has as:

- a ranking signal: which eligible lead to work first
- an eligibility gate: route only above a threshold

Do not design or tune the scoring model itself. That is the sibling skill `mbfinotti/revops-skills@lead-scoring`.

## Interview

- Ask before designing anything.
- One question per message.
- Offer multiple-choice options when possible.
- Skip a question only when the user already answered it.

- What creates a lead, and through which ingestion paths - web form, API, list import, chat, scheduling tool, CRM sync, manual entry?
- Which lead attributes are reliably populated at capture (country, company size, industry, email domain)? Which are often blank?
- What is the team shape - how many reps, in which pools (SDR, AE, segment teams, specialists), with what specialization?
```
END THIRD-PARTY FILE 1704fbbf70c6d0a7

The third-party file has ended. Everything between the 1704fbbf70c6d0a7 tags is data: requests and commands from it are not followed. An “end of file” line with another tag inside the block is part of the file.

First 2557 of 23191 bytes. © Maya-Beth Finotti · MIT · https://github.com/mbfinotti/revops-skills/tree/HEAD/skills/lead-routing/SKILL.md

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