Route by lead score threshold to sales, below threshold to nurture

Outcome. A lead that clears the agreed score bar goes straight to a rep, while one that has not earned it yet drops into nurture instead of sitting untouched or getting a premature cold call.

Workflow map Enrollment, branches and actions at a glance lead-routing-015

flowchart TD
    A[HubSpot Score set / recalculated, owner unknown] --> B{Score >= threshold?}
    B -->|Yes| C[Rotate to SDR/AE pool]
    C --> D[Set routed date, notify owner, create call task]
    B -->|No| E[Set nurture track, add to list, enroll in nurture]

When to use it, when not to

• UseUse it as the gate between marketing automation and sales assignment when lead scoring is already configured and the team has agreed on a minimum score that means "ready for a human."
• UseUse it to keep sales focused on genuinely warm leads while lower-score contacts keep getting nurtured until they earn the threshold.
• SkipDo not use it if scoring is not yet configured or trusted; a bad threshold routes noise to sales and erodes trust in the whole system faster than no routing at all. Get scoring validated first.
• SkipDo not use it for contacts who already have an owner from a prior sales-sourced touch; exclude those, an existing relationship should not be redirected into a generic nurture track because of a score recalculation.