Route by UTM source / campaign to channel-specific rep

Outcome. A new lead is routed to the rep who specializes in the channel that brought them in, so a paid-search lead and an organic-referral lead do not land with the same generalist.

Workflow map Enrollment, branches and actions at a glance lead-routing-020

flowchart TD
    A[Contact created] --> B{Original Source?}
    B -->|Paid Search| C[Rotate to Paid Search reps]
    B -->|Paid Social| D[Rotate to Paid Social reps]
    B -->|Organic/Direct/Referral| E[Rotate to General SDR pool]
    B -->|Email Marketing| E
    B -->|blank / offline / unmapped| F[Notify sales ops + add to Needs manual routing list]
    C --> G[Set routed date, notify, create call task]
    D --> G
    E --> G

When to use it, when not to

• UseUse it when reps specialize by acquisition channel (paid search, paid social, organic, email) rather than by territory or product.
• UseUse it when the standard Original Source and Original Source Drill-Down 1 properties are populated reliably by HubSpot tracking on every relevant page.
• SkipDo not use it if channel and territory both need to drive routing; pick one as the primary key and use the other as a secondary filter or a nested branch, do not build two separate, unrelated rotation workflows for the same new lead.
• SkipDo not use it if most traffic arrives through non-HubSpot-tracked forms; those contacts will show Original Source as "Offline Sources" and will not branch usefully.