Core concepts
Revenue Organization consists of three interconnected components that work together to route leads intelligently:| Concept | Description |
|---|---|
| Members | Your sales team imported from connected CRMs, enriched with custom metadata like languages and specializations. |
| Territories | Logical groupings of members by region, vertical, or segment—each with optional fallback assignments. |
| Capacities | Workload limits that ensure fair distribution and prevent rep overload. |
How it works
- Leads enter through a play trigger
- Matching rules determine which reps are eligible
- Capacity checks filter to available team members
- Round-robin distributes evenly among eligible reps
- Assignment syncs back to your CRM
Key features
| Feature | Description |
|---|---|
| CRM sync | Team members automatically import and stay synchronized with Salesforce, HubSpot, or other connected CRMs |
| Territory routing | Route leads based on geographic regions, industry verticals, or company size segments |
| Capacity management | Set daily, weekly, or custom limits per rep to balance workloads |
| Fallback rules | Ensure every lead gets assigned, even when primary routing fails |
| Allocation history | Full audit trail of every assignment with links to the triggering play run |
| Model-based capacity | Calculate availability from real pipeline data like open deals |
When to use Revenue Organization
You have multiple sales reps
You have multiple sales reps
Any team with more than one rep benefits from automated routing. Even simple round-robin distribution eliminates manual assignment work.
You need territory-based routing
You need territory-based routing
Geographic, vertical, or segment-based sales structures require rules that match leads to the right territory before assignment.
You want to balance workloads
You want to balance workloads
Capacity limits prevent top performers from being overloaded while ensuring all reps receive fair lead distribution.
You need assignment audit trails
You need assignment audit trails
Compliance, optimization, or troubleshooting all benefit from knowing exactly when, why, and how each lead was assigned.
Getting started
1
Connect your CRM
Revenue Organization imports team members from your connected CRM. Make sure your Salesforce or HubSpot integration is configured.
2
Define territories
Group your members into territories that reflect your sales structure—by region, vertical, or any custom segmentation.
3
Set capacities
Configure workload limits to ensure fair distribution. Start conservative and adjust based on actual throughput.
4
Add allocation to a play
Use the allocation node in your plays to route leads through your revenue organization rules.
Next steps
Allocating leads
Detailed guide on members, territories, capacities, and allocation configuration.
Build a play
Learn how to create workflows that trigger lead allocation.
Get started guide
Step-by-step tutorial for setting up your first allocation.
Salesforce integration
Connect your CRM to import team members automatically.