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Split routing between marketing-sourced and sales-sourced leads to different queues

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.

Contact7 stepsUpdated for HubSpot seat pricing
OutcomeA marketing-generated lead and a rep-sourced prospect land in the queue built for how they actually arrived, instead of one flat pool that treats a form fill and a cold outbound reply identically.
Workflow maplead-routing-044
Contact created leads to Original Source = sales activity?. Original Source = sales activity? leads to Yes: Owner already set?; No, marketing-sourced: Rotate to SDR pool. Owner already set? leads to Yes: End, stays with creator; No: Set owner to contact creator. Rotate to SDR pool leads to Set routed date, notify owner, create qualification task. Yes Yes No No, marketing-sourced Contact created Original Source = sales activity? Owner already set? Rotate to SDR pool End, stays with creator Set owner to contact creator Set routed date, notify owner, create qualification task
Contact created leads to Original Source = sales activity?. Original Source = sales activity? leads to Yes: Owner already set?; No, marketing-sourced: Rotate to SDR pool. Owner already set? leads to Yes: End, stays with creator; No: Set owner to contact creator. Rotate to SDR pool leads to Set routed date, notify owner, create qualification task. Yes Yes No No, marketing-sourced Contact created Original Source = sales activity? Owner already set? End, stays with creator Set owner to contact creator Rotate to SDR pool Set routed date, notify owner, create qualification task

When to use it, when not to

Use it

  • Use it when marketing-sourced leads need a qualification step (SDR pool) while sales-sourced leads (referrals, a rep's own prospecting, a partner introduction logged manually) should go straight back to the rep who sourced them or into a dedicated pool.
  • Use it when the standard Original Source property reliably distinguishes the two paths for your business (organic search, paid, email, direct traffic as marketing-sourced; sales activity or manually created as sales-sourced).
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Skip it

  • Do not use it if the team does not actually treat these two paths differently downstream; if both end up in the same follow-up process, the split adds complexity without changing outcomes.
  • Do not use it as a substitute for tracking a rep's own sourced pipeline for commission or credit purposes; that is a reporting need, this fiche only handles first-touch routing.
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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 · 4 parts

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

Steps · 7 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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