Skip to main content
Cargo’s allocation system distributes leads across your sales organization based on configurable rules. This guide covers each component—from importing team members to tracking allocation history.

​
Members

When you connect a tool containing your sales organization (such as a CRM), Cargo automatically imports team members and keeps them synchronized. This creates a unified view of your team across your workspace. You can enhance member profiles with custom metadata—such as spoken languages, mailboxes, or specializations—to personalize how leads are assigned. Inspect available members

​
Territories

Territories group members into logical units that reflect your sales structure. Common examples include:
  • Geographic regions (EMEA, APAC, Americas)
  • Industry verticals (Healthcare, Finance, Technology)
  • Company size segments (Enterprise, Mid-market, SMB)
Each territory can have a fallback member who receives allocations when all other members reach their capacity limits. Creating a territory

​
Capacity

Capacity configurations set maximum allocation limits per member within a defined timeframe. This ensures fair workload distribution and prevents rep overload. For example, you might set a capacity of 3 leads per day to match your team’s average sales cadence.
Capacities are calculated independently. A member can be available for allocation under one capacity configuration while being fully booked under another.
Creating a capacity

​
Allocation node

The allocation node is where leads get assigned to members. By default, it uses round-robin distribution, spreading assignments evenly across available reps. You can configure the allocation node to match leads based on:
  • Email address — Route based on the lead’s email domain
  • Territory — Assign to members within a specific territory
  • Static list — Choose from a predefined set of members
  • Connector matching — Use data from connected tools to determine ownership
The allocation node requires a reliable record ID to track each lead assignment internally.
Creating an allocation

​
Capacity model mapping

For complex allocation logic, capacity model mapping calculates member availability based on data in a Cargo model—such as open deals or active opportunities.
Data models used for capacity mapping must be transactional objects (like CRM deals), where one record represents one allocation unit.
To configure capacity model mapping:
  1. Select a transactional data model (e.g., CRM deals)
  2. Add a filter to identify the deal owner using a model column
  3. Use a Cargo expression to match members: {{member.ids.<connector_name>}}
This approach lets you factor in real pipeline data when determining who should receive the next lead. Capacity model mapping

​
Allocation history

Every sales organization element—members, territories, and capacities—has a dedicated history screen that logs all allocations. Each entry links to the specific play run that triggered the assignment. Use allocation history to:
  • Verify that distribution rules are working as expected
  • Troubleshoot assignment issues
  • Audit lead routing decisions
Monitoring allocations

​
Allocation fallback

Fallback rules ensure every lead gets assigned, even when primary routing fails. Cargo provides two fallback mechanisms:
  • Territory fallback — Each territory can designate a fallback member who receives allocations when all other members exhaust their capacity.
  • Retry on failure — Configure the allocation node to continue attempting assignment until successful, ensuring no lead is left unassigned.