Ten questions on everything between “lead exists” and “human is talking to them”: measurement, SLA, routing rules, fast lanes, after-hours, and where agents fit. Answer all ten, then see your grade.
F28/100
Strict by design. An A takes confident yeses across the board. A routing system is only as fast as its slowest path.
There is no routing system. There is a queue and good intentions. The good news: this is the highest-leverage fix in the whole BDR motion, and the first two steps take a week.
Your top gaps
You can pull lead-created-to-first-touch time from a dashboard right now.
Add the timestamp pair and a report this week. Until response time is measured, every routing debate is anecdote vs. anecdote.
A first-touch SLA exists, in writing, with a number on it.
Write one number down with sales and publish it. An SLA nobody wrote is an SLA nobody hits.
Leads are auto-enriched before routing, so rules run on real fields.
Put enrichment before the router. Rules that run on empty fields are round-robin with extra steps.