Most sophisticated B2B sales teams have specialized sales teams that focus on selling to their different types of customers. One common scenario is for a sales org to divide themselves into three teams: SMB (small to medium businesses), midmarket, and enterprise, each of which are defined by the number of employees.

Here’s a guide that shows you how to automatically assign new leads to the right teams based on company employee count.

Create queues for your reps, e.g. SMB vs. Midmarket vs. Enterprise queues

  • Go to Setup
  • In the Quick Find / Search Bar, type in Queues
  • Click Queues

How to assign leads based on company size 1 queues

  • Click New
  • Add queue name in Label, e.g. SMB
  • Select Lead as Selected Object as this is the assignable object to this queue
  • Select users to be in this queue (reps who are on this team)
  • Click Save

How to assign leads based on company size 2b How to assign leads based on company size 2a

  • Repeat creating new queues to reflect your sales org structure

How to assign leads based on company size 3

Create the lead assignment rule for each queue

  • Go back to Setup
  • In the Quick Find / Search Bar, type in Lead Assignment
  • Click Lead Assignment Rules

How to assign leads based on company size 4 - lead assignment rules

  • Click New
  • Write Number of Employees as Rule Name
  • Check Active (this will activate this rule immediately, so you can also check this later)

How to assign leads based on company size 5

  • Click Save

How to assign leads based on company size 6

  • Click newly created Number of Employees
  • Under Rule Entries, click New
  • For Step 1, Add 1 for Sort Order
  • For Step 2, select criteria are met (default selection)
  • Select Lead No. of Employees from Field, select less than from Operator, and add 100 for the value (or however your organization chooses to define this)
  • For Step 3, select Queue and add SMB

How to assign leads based on company size 7

  • Click Save & New
  • We’re going to make a new rule that is a lower priority and will assign to a different queue. For Step 1, Add 2 for Sort Order
  • For Step 2, select criteria are met (default selection)
  • Select Lead No. of Employees from Field, select less than from Operator, and add 500 for the value (or however your organization chooses to define this)
  • For Step 3, select Queue and add Midmarket

How to assign leads based on company size 8

  • Click Save & New if you wish to add more assignment rules and repeat this step with corresponding information.

The final rule entry must be a bucket for everything else, otherwise some leads may not be assigned.

  • Otherwise, click Save.

How to assign leads based on company size 9

We have created and activated a Lead Assignment rule that looks at the number of employees on the Lead object and routes it to either the SMB, Midmarket, or Enterprise queue.

Now leads will be automatically assigned to these queues based on the number of employees. You can extend these rules to be more complex to suit your sales org’s needs.