saved per rep each week
Automated lead routing that gave a SaaS sales team hours back each week
Automated lead routing replaced hours of manual admin for this B2B SaaS sales team, whose reps were assigning leads, updating records and sending identical follow-ups by hand. Routing by territory and fit, nurture sequences and two-way HubSpot and Salesforce sync now save each rep 9 hours a week.
Illustrative example. Client details are anonymised and representative of the work we do.
- Industry
- SaaS
- Services
- Sales Automation Services + more
- Platforms
- HubSpot, Salesforce
- Duration
- 3 months
Where they started
Sales reps spent hours each week assigning leads, updating records and sending the same follow-up emails by hand.
The approachWhat we changed
We automated routing by territory and fit, built nurture sequences for leads not ready to buy and synced HubSpot with Salesforce in both directions.
What other businesses can take from this
Sales teams often grow faster than their processes. Lead assignment starts as one manager forwarding emails, and it stays that way long after volume has outgrown it. When marketing runs one CRM and sales another, records drift apart, so reps spend time checking and retyping. Early leads that are not ready to buy get the same manual follow-up as hot ones, or none at all.
Automate the decisions that follow clear rules, and leave judgement to people. Territory and fit can be scored, so routing need not wait for a person, and that cut time to first contact by 71%. Leads that are not ready go into nurture instead of a rep's to-do list. Syncing both CRMs in both directions removes the double entry, and opportunity rate rose 22%.
It fits sales teams with defined territories and two systems that do not talk to each other.
What moved
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