Ten questions on everything between “lead exists” and “human is talking to them”: measurement, SLA, routing rules, fast lanes, after-hours, and where agents fit. The grade updates as you answer.
01You can pull lead-created-to-first-touch time from a dashboard right now.
02A first-touch SLA exists, in writing, with a number on it.
03The SLA actually gets hit, and misses get reviewed.
04Routing follows fit and territory rules, not just round-robin.
05High-intent signals (demo request, pricing page) jump the queue automatically.
06Leads are auto-enriched before routing, so rules run on real fields.
07No lead sits unrouted or unowned for more than a few hours.
08Evenings and weekends have a defined path, not a Monday pile.
09Reps can flag a bad route, and the rules change because of it.
10Some qualification or first response is already handled by AI, with a human approving what matters.
Scales: 1 = not true · 5 = completely true.
F28/100
Strict by design. An A takes confident yeses across the board. A routing system is only as fast as its slowest path.
There is no routing system. There is a queue and good intentions. The good news: this is the highest-leverage fix in the whole BDR motion, and the first two steps take a week.
Your top gaps
You can pull lead-created-to-first-touch time from a dashboard right now.
Add the timestamp pair and a report this week. Until response time is measured, every routing debate is anecdote vs. anecdote.
A first-touch SLA exists, in writing, with a number on it.
Write one number down with sales and publish it. An SLA nobody wrote is an SLA nobody hits.
Leads are auto-enriched before routing, so rules run on real fields.
Put enrichment before the router. Rules that run on empty fields are round-robin with extra steps.