Overview
Lead Routing (or Lead Distribution) in SalesExec lets your organization control exactly how leads are assigned or made available to your sales team. Instead of manually handing out leads, you can automate distribution using different strategies based on your team’s needs and lead volume. SalesExec supports Push and Pull distribution models, depending on your workflow and sales goals.
Key Functionality
Push Distribution: Automatically assigns leads to users or branches based on predefined criteria.
Pull Distribution: Leads live in a central queue; users “pull” them when they’re ready, according to set priorities.
Routing Criteria: Use lead fields, marketing channel, age, or status to determine which leads are eligible for each distribution strategy.
State Calling Hours: Integrate with calling-hour rules so that leads are only distributed when calls are legally allowed for each state.
Cool-down / Recycling: In Pull Distribution, leads that aren’t successfully contacted can be recycled and become eligible for pull again.
Speed-to-Lead Optimization: Pull Distribution helps maximize first contact attempts by prioritizing newer or higher-value leads.
Imagine yourself as a sales manager who receives files of leads every day from your lead source provider or marketing team. Part of your job is to import those leads and manually assign them out to the correct teams so they can get worked. You know that these leads are time sensitive. These potential customers have reached out and expressed interest in your products. Every minute your team isn't trying to contact this lead, its value goes down. Sounds daunting, doesn't it?
Push Distribution is used so that you can define your criteria and route leads to either a branch location, or directly to a group of users. Think of this as a one way push where leads are automatically assigned to a user on lead creation. From here, users are notified leads were assigned to them depending on their notification configuration in which they are responsible for following up with their leads.
Pros
Perfect for lower levels of lead volumes or where leads need to be directly assigned to a user to get worked.
Push leads to a branch location in which users in that branch can pull from.
Only distribute leads to users who are logged into ClickPoint.
Cons
Difficult for sales teams to effectively call through if a large volume of leads are push distributed to individual users.
Can be difficult to enforce a call cadence as that cadence is determined based on the user.
Pull Distribution, much like Push Distribution, has the same level of criteria segmentation. Start by defining rules based on the date the lead was added, its marketing information, or specific field data. Pull Distributions are set in a priority so the most important leads are pulled first; for example, leads which have no contact attempts, were just added, and come from an expensive lead provider.
The biggest difference between Push and Pull is that Pull Distribution leads belong to the Company (or Corporate level in your user hierarchy). They are then borrowed by a user for the purposes of trying to reach the customer. If a contact is not successful, the lead is recycled, placed in a cool down period, and then are eligible for pull by another user.
Pros
More likely to reach higher contact attempts per lead over those which are Push Distributed.
Configurable State Calling Hours so your leads are not called too early, or too late based on their timezone.
Configurable cool-down periods
Organizations who use Pull Distribution typically see drastic reduction in the first contact attempt to a newly added lead.
Sales Team have access to more leads, without clogging their pipeline, which leads to higher volume of contact attempts/ sales.
Cons
Not suitable for organizations with low lead volume.
What works best for your organization?
Depending on your organization needs, you may decide to only use Push Distribution, Pull Distribution or a combination of the two. Either path you choose, will give you the ability to setup lead routing automation that helps streamline your organization.
Best Practices
Use Push distribution for teams where leads must go to a dedicated salesperson immediately.
Use Pull distribution when you want to maximize speed-to-contact and give reps control over which leads to work.
Combine both strategies when your business has different lead types or volumes; for example, push high-value leads, and pull recycled or older leads.
Align state calling hours with your strategy to maintain compliance and improve contact rates.
Rebuild queues after major criteria changes to ensure your logic applies to existing leads.
Test distribution strategies in a sandbox or with a small subset before rolling them out company-wide.
Troubleshooting
Leads not being assigned as expected → Double-check your criteria logic for Push or Pull.
Pull queue remains empty → Verify your filtering criteria or priority rules are not too restrictive.
Leads appear at the wrong time → Review your State Calling Hours configuration.
Pull strategy not working after changes → Make sure you rebuilt the queue and that your settings were saved correctly.
Users complaining about lack of leads → Confirm they are included in the Recipients or Pull user list for the strategy.