Two leads score 100. Only one deserves sales time. Replace arbitrary points with visible evidence, historical value and a capacity-aware cutoff.
Use this resource when
Download the working file.
This is the complete editable template—not a PDF preview. Add your own account data, owners and decisions.
Own the routing definitions
Set the fit, intent, historical-value weights, evidence floor and workable leads per rep. Every control is visible and editable; none is presented as a universal MQL benchmark.
Calibrate with historical outcomes
Enter lead, opportunity, win and won gross-profit outcomes by segment. The workbook calculates progression and observed value per lead, then flags small or missing cohorts instead of manufacturing confidence.
Keep fit and intent separate
Fit, intent, historical value and capacity appear as separate components in the queue. Strong activity cannot silently compensate for a weak ICP match or missing commercial evidence.
Route only what sales can work
The capacity plan equals reps multiplied by workable leads per period. The queue ranks eligible records against that limit and returns ROUTE NOW, NURTURE, DISQUALIFY or CALIBRATE DATA.
Treat the cutoff as a current operating decision
The threshold moves when evidence, weights or sales capacity change. Reconcile the definitions with CRM owners before automating routing.
Practical questions
Questions that change the decision
Is the cutoff a recommended MQL benchmark?
No. It is calculated from the historical cohorts, weights and sales capacity you enter. The included values only demonstrate the workflow.
What happens when a segment has little historical data?
The queue returns CALIBRATE DATA when the cohort is below your selected minimum or outcomes are missing.
Does a high-intent lead always route to sales?
No. Fit, historical value, signal freshness and available capacity remain visible and can change the decision.
Sources and platform documentation
Platform features change. These links point to the primary documentation used for the implementation details above.