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

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Marketing Hub Professional.

Contact8 stepsUpdated for HubSpot seat pricing
OutcomeA 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 maplead-routing-015
HubSpot Score set / recalculated, owner unknown leads to Score >= threshold?. Score >= threshold? leads to Yes: Rotate to SDR/AE pool; No: Set nurture track, add to list, enroll in nurture. Rotate to SDR/AE pool leads to Set routed date, notify owner, create call task. Yes No HubSpot Score set / recalculated, owner unknown Score >= threshold? Rotate to SDR/AE pool Set nurture track, add to list, enroll in nurture Set routed date, notify owner, create call task
HubSpot Score set / recalculated, owner unknown leads to Score >= threshold?. Score >= threshold? leads to Yes: Rotate to SDR/AE pool; No: Set nurture track, add to list, enroll in nurture. Rotate to SDR/AE pool leads to Set routed date, notify owner, create call task. Yes No HubSpot Score set / recalculated, owner unknown Score >= threshold? Rotate to SDR/AE pool Set nurture track, add to list, enroll in nurture Set routed date, notify owner, create call task

When to use it, when not to

Use it

  • Use 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."
  • Use it to keep sales focused on genuinely warm leads while lower-score contacts keep getting nurtured until they earn the threshold.
Read more on when to use itShow less

Skip it

  • Do 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.
  • Do 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.
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 6 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 8 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 4

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 4 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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