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Everything in Revenue Organization can be configured from the CLI, but the day-to-day workflow — grouping reps into territories, setting workload limits, and wiring allocation into a play — is built visually in the workspace. This page walks through that end-to-end.

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What you’ll build

A working lead-distribution setup: a territory of reps, a capacity that caps each rep’s workload, and a play with an Allocate node that routes incoming leads across them.

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Step-by-step

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Step 1: Sync your team

Revenue Organization routes to members imported from a CRM. Make sure your Salesforce or HubSpot connector is configured, then sync so your reps appear as members.
No members means nothing to route to — connect and sync your CRM before building territories.

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Step 2: Create a territory

  1. Open Revenue Organization in your Cargo workspace sidebar
  2. Go to Territories and click + New Territory
  3. Give it a label (e.g. West, Enterprise EMEA) and pick a color
  4. Add members to the pool and set an optional weight on each — higher weights receive proportionally more leads
  5. Optionally set a fallback member to catch leads when everyone else is unavailable
See Territories for how weighted round-robin distributes across the pool.

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Step 3: Set a capacity

  1. Go to Capacities and click + New Capacity
  2. Name it (e.g. AE Capacity) and set a member capacity — the max records each rep can hold
  3. Choose an expiration policy if the limit should refill over time (hourly, daily, weekly, …)
  4. For a limit derived from live pipeline data, point the capacity at a data model instead of a fixed number
See Capacities for fixed, expiring, and model-based limits.

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Step 4: Add an Allocate node to a play

  1. Open (or create) a play and add an Allocate node
  2. Choose the territory mode and select the territory you built
  3. Attach your capacity so members at their limit are skipped
  4. Connect the node so leads flow into it from your trigger
The Allocate node lives in the visual play editor. See Workflows for how it fits alongside the other nodes.

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Step 5: Test and monitor

Run the play with a sample lead and confirm it lands on the expected rep. Every assignment is recorded with a full allocation history — including fallback assignments — so you can audit exactly when, why, and to whom each lead was routed.

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Next steps

Members

Import your team from a CRM and enrich them with routing metadata.

Territories

Group members into pools and distribute leads across them.

Capacities

Cap how many records each member receives within a time window.

Build a play

Add an Allocate step that distributes leads across your territory.