---
title: "Territory-Based Deal Routing: No More Manual Assignment"
description: "Client: a K-12 education company. What I did: designed and built it end to end. Tools: HubSpot forms, HubSpot workflows, custom code block, territory codes, HubSpot reporting."
---

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# Territory-Based Deal Routing: No More Manual Assignment

Client: a K-12 education company. What I did: designed and built it end to end. Tools: HubSpot forms, HubSpot workflows, custom code block, territory codes, HubSpot reporting.

## The Problem

When a lead filled out a form to request a quote or book a call, getting the deal to the right rep was hard. Each state's sales is split in two: if a contact's district has enough schools, the deal goes to an outside sales rep, and if it has fewer, it goes to an inside sales rep. The cutoff changes by state: 15 schools in CA, 12 in AZ, 10 in NV, 15 in FL, and so on. One rep often owns 4 to 6 states. SDRs had to assign these deals by hand, which cost them vital time.

## What I Changed

I built a workflow that starts when the contact submits the form with their state and the number of schools in their district. A custom code block holds a dictionary of every state's threshold and territory. It checks the inputs and routes the deal to the right rep's branch. I also gave every territory its own territory code.

## Reporting

With a territory code on every deal, I built reports for sales leadership to track sales volume in each territory.

## Results

- Deals are assigned to the right rep automatically. SDRs used to spend 10 to 30 minutes assigning each deal. Now they spend none.
- The routing covers all 50 states plus one international territory, split across 17 reps with 17 territory codes.
- It handles 15 to 55 deals a week, depending on the season. That's 2.5 to 27 hours of SDR time a week no longer spent on manual assignment.
- Sales leadership can see sales volume by territory.

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