home / skills / gtmagents / gtm-agents / routing-logic

This skill helps design and troubleshoot lead routing rules for marketing-to-sales assignments, including capacity, ownership, and automation.

npx playbooks add skill gtmagents/gtm-agents --skill routing-logic

Review the files below or copy the command above to add this skill to your agents.

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---
name: routing-logic
description: Use when defining or adjusting marketing-to-sales assignment rules.
---

# Routing Logic Blueprint Skill

## When to Use
- Designing new lead assignment models (round-robin, territory, pod-based).
- Troubleshooting misrouted or unassigned leads.
- Simulating capacity scenarios before changing SLAs.

## Framework
1. **Qualification Criteria** – map scoring thresholds, enrichment fields, and required consent.
2. **Owner Model** – hierarchy (account owner, named AE, SDR pod), fallback logic, and tie-breakers.
3. **Capacity Modeling** – lead volume forecasts vs available headcount, backlog thresholds.
4. **Automation Flow** – MAP/CRM steps, dedupe rules, webhook/API dependencies.
5. **Monitoring & Audits** – logging, reconciliation jobs, sample QA cadence.

## Templates
- Routing matrix (segment → owner → conditions → escalation).
- Capacity calculator (leads/day vs SLA vs reps).
- QA checklist for automation updates.

## Tips
- Keep logic declarative (YAML/JSON) for easier audits and version control.
- Add synthetic leads to test every path before go-live.
- Coordinate with data enrichment to ensure required fields populate upstream.

---

Overview

This skill provides a production-ready blueprint for designing and refining marketing-to-sales lead assignment rules. It packages a clear framework, templates, and practical tips to build predictable, auditable routing models that reduce misroutes and improve SLA compliance. Use it to standardize owner models, capacity planning, and automation safeguards before deploying changes into a live CRM or MAP.

How this skill works

The skill inspects and codifies routing components: qualification thresholds, owner hierarchies, capacity constraints, automation steps, and monitoring jobs. It translates those components into declarative templates (YAML/JSON) for easier versioning and testing. It also recommends synthetic lead testing, deduplication rules, and audit mechanisms to validate each path prior to go-live.

When to use it

  • Designing new lead assignment models (round-robin, territory, pod-based).
  • Adjusting SLAs or headcount and simulating capacity impact on routing.
  • Troubleshooting misrouted, orphaned, or duplicated leads.
  • Updating automation flows, webhooks, or MAP→CRM integrations.
  • Auditing routing logic for compliance, consent, or data-quality issues.

Best practices

  • Keep routing logic declarative in YAML/JSON for reviews and rollbacks.
  • Map explicit qualification criteria and required enrichment fields up front.
  • Model capacity with leads/day vs reps and set backlog thresholds before changing assignment.
  • Use synthetic leads to exercise every rule path and fallback scenario.
  • Implement logging, reconciliation jobs, and a sample QA cadence after changes.

Example use cases

  • Create a territory routing matrix that maps segments to account owners with escalation rules.
  • Simulate adding two new AEs to measure SLA changes and expected backlog impact.
  • Troubleshoot a batch of unassigned leads by replaying dedupe and fallback logic.
  • Preflight a webhook change by testing automation flows and downstream enrichment.
  • Run a weekly routing audit that reconciles CRM owner assignments with MAP intent signals.

FAQ

How do I validate routing changes without impacting live records?

Use synthetic leads that match each segment and run them through the exact automation flow, and keep the tests isolated in a sandbox or with a QA flag to prevent live notifications.

What’s the best way to handle missing enrichment fields?

Define fallback eligibility and hold rules in the routing matrix, trigger enrichment jobs where possible, and route to a temporary holding queue for manual review when critical fields are absent.