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Route leads by postal code / zip using a lookup table (postal-to-territory)

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: Sales Hub Professional.

2 steps
Per-hub plans: also Marketing Hub Professional

On per-hub plans, one of its steps belongs to another subscription: add to static list needs Marketing Hub Professional. Both are required to build it as written. On seat pricing the edition covers both.

Updated for HubSpot seat pricing
OutcomeA lead's postal code decides its territory automatically, without a rep or manager manually re-checking country or state fields.
Workflow maplead-routing-033
Form submitted with postal code leads to Hidden field maps postal code to Territory client-side. Hidden field maps postal code to Territory client-side leads to Territory set on contact. Territory set on contact leads to lead-routing-001 enrolls and rotates. Daily scheduled check leads to Territory unknown, postal code known?. Territory unknown, postal code known? leads to Yes: Add to Needs postal-to-territory mapping list; No: Daily scheduled check. Add to Needs postal-to-territory mapping list leads to Sales ops updates mapping, bulk-imports Territory. Sales ops updates mapping, bulk-imports Territory leads to lead-routing-001 enrolls and rotates. Yes No Form submitted with postal code Daily scheduled check Hidden field maps postal code to Territory client-side Territory unknown, postal code known? Territory set on contact Add to Needs postal-to-territory mapping list Sales ops updates mapping, bulk-imports Territory lead-routing-001 enrolls and rotates
Form submitted with postal code leads to Hidden field maps postal code to Territory client-side. Hidden field maps postal code to Territory client-side leads to Territory set on contact. Territory set on contact leads to lead-routing-001 enrolls and rotates. Daily scheduled check leads to Territory unknown, postal code known?. Territory unknown, postal code known? leads to Yes: Add to Needs postal-to-territory mapping list; No: Daily scheduled check. Add to Needs postal-to-territory mapping list leads to Sales ops updates mapping, bulk-imports Territory. Sales ops updates mapping, bulk-imports Territory leads to lead-routing-001 enrolls and rotates. Yes No Form submitted with postal code Hidden field maps postal code to Territory client-side Territory set on contact Daily scheduled check Territory unknown, postal code known? Add to Needs postal-to-territory mapping list Sales ops updates mapping, bulk-imports Territory lead-routing-001 enrolls and rotates

When to use it, when not to

Use it

  • Use it when territories are drawn at a finer level than country or state (specific zip or postal code ranges split between reps in the same city or region).
  • Use it as the enrichment step that feeds lead-routing-001, not as a replacement for it: this fiche's job is to fill Territory, lead-routing-001's job is to rotate once it is filled.
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Skip it

  • Do not use it if territories already line up cleanly with country or state; branch directly on those default properties instead, see lead-routing-006.
  • Do not expect a live, native postal-code lookup inside a single workflow step. HubSpot workflows do not have a built-in "look up this value in a table" action; this fiche uses a pre-built mapping applied before or at lead creation, not a real-time calculation, see Known pitfalls.
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 4 items

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

Enrollment · 2 parts

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

Steps · 2 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 · 2 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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