> For the complete documentation index, see [llms.txt](https://help.getmobly.com/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://help.getmobly.com/help-center/pulse/building-routing-flows.md). # Building lead routing flows The **Routing tab** in Pulse is where you build the if-then logic that decides who each new lead gets assigned to. Set it up once, and every lead arriving from then on flows through the same decisions automatically — no more "who follows up with this one?" Slack threads. \* This article is only relevant to Mobly Admins (with access to the Hub). Lead routing is available on plans that include it — if you don't see the Routing tab, contact your CSM. ## How a routing flow works A flow is a visual canvas — drag-and-drop nodes connected by arrows. A new lead enters at the **Start** node, walks through whatever **Decision** branches you've configured, and ends with an **Assignment** node (or chain of nodes) that tells Mobly who owns the lead. Four kinds of nodes: * **Start** — every flow has exactly one. New leads enter here. * **Decision** — tests one or more attributes (qualifier value, score band, company industry, current owner, etc.) and branches accordingly. Each branch has its own criteria. A **default branch** catches anything no other branch matches, so leads never get stuck mid-flow. * **Assignment** — assigns the lead to a specific **user** (one person) or to a **user group** (round-robin or load-balanced within the group). Each assignment node has a mode picker for user vs. group. * **Action** — non-assignment side effects: apply a qualifier, fire a webhook, etc. Useful for tagging routing outcomes for reporting. A flow can be simple ("everyone goes to Sarah") or complex (industry × score band × territory × specialist, with five different decision layers). Build to your actual sales motion, not to what looks impressive. ## Finding it In the Hub, go to **Pulse → Routing**. If you don't have the Routing tab, your org doesn't currently use lead routing. ## Building a flow Click any node to select it; the configuration opens in the **side panel** on the right. ### Setting up a Decision node The most common node type. Click the node, then in the side panel: 1. **Add a branch.** Each branch represents a possible path out of this decision (e.g., "if industry is FinTech, go this way"). 2. **Define the branch's criteria.** Criteria are built from criterion rows like *"qualifier value = Hot"* or *"company industry = Healthcare."* Combine multiple criterion rows with **AND** or **OR**. 3. **Connect the branch to the next node** — usually an Assignment, another Decision, or an Action. 4. **Make sure the default branch is wired up.** This catches any lead that didn't match any other branch. Without it, leads could route to nowhere. ### Setting up an Assignment node Click the node, then choose: * **Mode** — user or group * **Target** — pick the specific user, or pick the user group (load balancing within the group is handled automatically) If you want a fallback (e.g., "assign to Sarah; if she's out of office, group SDRs"), chain two Assignment nodes connected via an Action node that checks Sarah's status. ## The Draft / Activate lifecycle This is the safety net that lets you build confidently without breaking live routing. * **Edits create a Draft.** Every change you make to the canvas saves into a draft version automatically. The currently-active version keeps routing leads while you're editing. * **The draft has no effect on routing until you Activate.** Click **Activate** when the draft is ready. Mobly switches the active version atomically — there's no half-state where some leads route via old logic and some via new. * **Discard Draft** throws away in-progress edits and reverts to the active version. Useful when you're exploring and decide the new flow isn't actually better. > **Test before activating.** There's no preview mode that routes test leads against a draft, but you can scan the criteria of each Decision branch carefully and verify the Assignment targets are who you actually want before hitting Activate. ## Version history Click the **Version History** drawer to see every previously-activated flow. You can: * **Preview** an older version (read-only) * **Restore** an older version — restoring makes it a new draft that you can then activate. The current active version moves into history. This is the rollback path. If your new flow turns out to misroute leads, restore the prior version and activate it. ## Scope and timing * **Org-wide.** A single active flow at a time, applied to all new leads in the org. * **Forward-only.** When you activate a new flow, only **leads captured from that moment forward** route through it. **Existing leads are not re-routed.** If you want to reassign existing leads, do it manually (or via the Hub's leads bulk-action tools). ## A workflow that actually lands 1. **Start with what you have.** If "everyone goes to one SDR" is your current process, that's the first flow: Start → Assignment (user: Sarah). Activate. You're already routing. 2. **Add one Decision layer.** Maybe by company size: "enterprise" → AE assignment, "everyone else" → SDR assignment. 3. **Build out from there.** Add territory, industry, score band, etc. *one layer at a time.* Activate after each addition and watch for a few days before adding the next. 4. **Use the default branch deliberately.** A well-named default branch ("Catchall — round-robin all SDRs") is healthy. A missing or poorly-named default branch is a routing bug waiting to happen. 5. **Review quarterly.** Reps leave, territories shift, scoring tightens. Routing flows should track. ## Related articles * [Setting Up a Pulse Sequence](/help-center/pulse/setting-up-a-pulse-sequence.md) — the other half of Pulse: automated send flows * [Understanding Sequences](/help-center/pulse/understanding-sequences.md) * [Configuring lead scoring](/help-center/the-hub/working-with-leads/configuring-lead-scoring.md) — score bands routing decisions can check against * [Configuring qualifiers](/help-center/the-hub/working-with-leads/configuring-qualifiers.md) — qualifier values routing decisions can branch on --- # Agent Instructions This documentation is published with GitBook. GitBook is the documentation platform designed so that both humans and AI agents can read, navigate, and reason over technical content effectively. Learn more at gitbook.com. ## Querying This Documentation If you need additional information that is not directly available in this page, you can query the documentation dynamically by asking a question. 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