How can I track and analyze lead routing performance over time?

Most routing problems show up in unexpected ways. Enterprise deals going to SMB reps. Territory imbalances where one region is overwhelmed while another is quiet. New routing rules that seemed perfect on paper but aren't performing as expected. These issues directly impact revenue, but they're hard to spot without proper tracking.
"EMEA's pipeline isn't matching their meeting volume. Why is that?"
"Why are enterprise demos not closing?"
"Show me which verticals are converting best"

H🤔w can I do that?

Getting visibility into routing performance helps solve concrete problems. When enterprise deals are misrouted, you can see exactly where the rule logic needs adjustment. If certain regions are getting overloaded, you'll know before it affects team performance. And when you implement new routing rules, you can measure their effectiveness with real data.

Track your routing performance using real-time logs and analytics. You can see which rules are being triggered, how leads are being distributed, and where any bottlenecks are forming. This gives you the data to optimize your routing for better conversion rates and more balanced team workloads.

Why should I do it?
  • Get complete visibility into your routing performance
  • Spot misrouted leads and fix rule conflicts before they cause problems
  • Ensure fair and efficient meeting distribution
  • Optimize your conversion rates across all channels
  • Make data-driven decisions about team capacity

Why should I d🧐 it?

  • Get complete visibility into your routing performance
  • Spot misrouted leads and fix rule conflicts before they cause problems
  • Ensure fair and efficient meeting distribution
  • Optimize your conversion rates across all channels
  • Make data-driven decisions about team capacity

How have others done this?

For B2B SaaS teams
For non-SaaS B2B teams:
Enterprise Platform
  1. Use routing logs to:
    1. Track real-time routing decisions
    2. Monitor rule effectiveness
    3. Identify qualification patterns
    4. Debug routing issues instantly
  2. Leverage trend analysis to:
    1. Compare period-over-period performance
    2. Spot seasonal patterns
    3. Measure improvement initiatives
    4. Optimize booking experiences
  3. Monitor conversion funnels for:
    1. Form submission rates
    2. Qualification effectiveness
    3. Booking conversion rates
    4. Drop-off points
Security Platform
  1. Track router performance:
    1. Meeting volume by router
    2. Qualification rates
    3. Booking success rates
    4. Team utilization
  2. Analyze team distribution:
    1. Meeting load per rep
    2. Completion rates
    3. No-show patterns
    4. Cancellation trends

Implementation Templates

  • Review top-triggered rules monthly—frequent catch-all fires mean primary rules need tweaking.
  • Use the distribution reports to gradually ramp up new reps by monitoring their completed/cancelled ratio
  • High no-show rates? Check distribution reports + router breakdown in case specific lead sources are the problem.

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