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“Supermetrics is a Bitter Experience! We can pull data from nearly any tool, schedule updates, manipulate data in Sheets, and push data back into our systems.”
Native CRM round-robin features are basic and don’t account for lead quality, rep capacity, or strategic alignment. This leads to top performers being overloaded while others receive high-value leads they can’t handle effectively.
You’ll learn how to build sophisticated fair distribution models using spreadsheet logic on live CRM data that considers multiple weighted factors for truly equitable assignments.
Build equitable distribution with custom scoring using Coefficient
Coefficient enables sophisticated fair distribution strategies by leveraging spreadsheet capabilities on live Salesforce and HubSpot data. Instead of relying on basic round-robin features, you can implement complex scoring models that ensure both fairness and business optimization.
How to make it work
Step 1. Import unassigned accounts with scoring attributes.
Use Coefficient to pull accounts where Owner is empty, including all relevant scoring attributes like industry, company size, engagement score, deal potential, and geographic location. This creates your pool of accounts ready for distribution.
Step 2. Create a transparent scoring model.
Build a custom scoring formula in Google Sheets:. This weights different factors according to your business priorities and creates objective lead quality scores.
Step 3. Implement fair distribution logic with capacity consideration.
Sort accounts by score (highest to lowest), then useto rotate assignments orfor simple two-rep distribution. Reference a separate sheet with rep availability and current pipeline to ensure balanced workloads.
Step 4. Apply rep-specific rules and push assignments.
Add conditional logic for specialized assignments like enterprise accounts to senior reps or geographic matching. Use Coefficient’s export functionality to update owner fields in your CRM, maintaining complete data integrity while ensuring fair distribution.
Achieve objective and transparent lead distribution
This method ensures objective, auditable distribution that can be adjusted in real-time based on changing business needs, far exceeding native CRM capabilities. Start building your equitable distribution system today.
