Financial Services · 11-50 Employees · Sales Hub | Marketing Hub
100% Lead Management Automated With Custom Scoring and Routing: 27% More Sales-Qualified Leads
Leads were assigned round-robin and scored by gut feel. A scoring model built from two years of closed deals, plus routing by fit and territory, means the best leads reach the right rep in minutes.
Commercial lender
Before
After
100%
leads scored and routed automatically
2 min
median time to assignment
+27%
sales-qualified leads per month
Challenge
Every inbound lead got the same treatment: a round-robin assignment and a call when the rep got to it. High-fit leads waited behind tyre-kickers. Marketing reported MQLs that sales did not accept, and nobody could explain the score.
Approach
- Built the scoring model from two years of closed-won and closed-lost data: industry, revenue band, loan size, engagement signals. Each criterion is documented with its weight.
- Enriched industry and revenue with Breeze Intelligence so the fit score has inputs on every company.
- Routed by score and territory: high-fit to senior reps within two minutes, mid-fit to a nurture sequence, low-fit to a self-serve path.
- Set one shared MQL and SQL definition and reported acceptance rate weekly.
Results
- 100% of leads scored and routed with no manual triage.
- Median time to assignment: two minutes.
- Sales-qualified leads up 27% a month at the same spend, because the right leads reach the right reps.
AI-readiness impact
Readiness rose from 43 to 87. The scoring inputs are standardised, lead definitions are shared, and outcome metrics (SQLs, meetings) are what the team measures, not activity counts.
Related work
Client names are withheld. Where a client has not approved public disclosure, figures are representative of HubAIOps engagements of that type.