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Attribution source override for sales-sourced leads

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.

Contact4 stepsUpdated for HubSpot seat pricing
OutcomeA lead a sales rep personally sourced, a referral, a cold outreach reply, a conference conversation, gets attribution correctly labeled as sales-sourced, instead of inheriting whatever marketing-tracked source happened to be present from an earlier, unrelated touch.
Workflow mapmarketing-ops-050
Sales sourced override set to true leads to Sales sourced context provided?. Sales sourced context provided? leads to Yes: Set attribution_source_final = Sales-sourced + context; No: Notify owner: context required before override applies. Set attribution_source_final = Sales-sourced + context leads to Notify marketing ops with details. Yes No Sales sourced override set to true Sales sourced context provided? Set attribution_source_final = Sales-sourced + context Notify owner: context required before override applies Notify marketing ops with details
Sales sourced override set to true leads to Sales sourced context provided?. Sales sourced context provided? leads to Yes: Set attribution_source_final = Sales-sourced + context; No: Notify owner: context required before override applies. Set attribution_source_final = Sales-sourced + context leads to Notify marketing ops with details. Yes No Sales sourced override set to true Sales sourced context provided? Set attribution_source_final = Sales-sourced + context Notify marketing ops with details Notify owner: context required before override applies

When to use it, when not to

Use it

  • Use when sales frequently sources their own leads outside marketing's tracked channels, and marketing's attribution reports currently misclassify those as a marketing channel because of an earlier stray touch, for example a person who once filled out an old form and years later gets personally prospected by a rep.
  • Use to keep sales-sourced pipeline visible and separately reportable from marketing-generated pipeline.
Read more on when to use itShow less

Skip it

  • Do not use to let sales relabel a genuinely marketing-generated lead as sales-sourced to claim credit. Pair the override action with a required reason field and periodic spot-checks to keep the data honest.

The rest of this spec

Prerequisites · 3 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 · 4 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 · 3 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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