How Hifello gets every lead to the right rep
Overview
Hifello’s inbound is classic B2B: demo requests and sales inquiries that need a named owner. If the lead goes to the wrong rep, it does not get worked — and the buyer moves on.
They set up Routera Lead Routing so every lead is assigned to the right representative. The team and managers also set working hours and out-of-office dates themselves. Hifello uses the Google Calendar integration so availability is pulled straight from each rep’s calendar.
A B2B team using Routera Lead Routing so inbound leads land with the right available person — and get worked in time.
The Challenge
Leads were not getting assigned to the right people. The wrong owner meant the record sat. Follow-up started late, or not at all, because the person who should have worked it never saw it as theirs.
That delay was the whole problem. In B2B inbound, a lead that is not worked in time is a lead that is already talking to someone else.
- Leads landed with the wrong rep, or with no clear owner
- Mis-assigned records were not worked in time
- Manual assignment could not keep up with inbound volume
Why Routera
Hifello needed Lead Routing they could run themselves. Who owns a lead had to be automatic — and so did who is actually working that day.
Managers and reps set hours and out-of-office dates in Routera. Google Calendar keeps availability current from the calendar they already use.
- Route every lead to the representative who should work it
- Stop late follow-up caused by the wrong owner
- Set working hours and OOO, and let Google Calendar update availability
Implementation
The first router was built around how Hifello already wanted leads split across the team. Once it was live, assignment was automatic.
They connected Google Calendar so a blocked day or an out-of-office week comes through as availability. Leads go to someone who is actually working.
The Impact
Every lead reaches the right rep
Ownership is decided when the lead arrives, not when someone notices a shared queue.
Leads get worked in time
The correct owner sees the record as theirs. Follow-up starts instead of stalling on a mis-assigned lead.
Hours and OOO the team can run
Managers and reps set working hours and out-of-office dates themselves. Google Calendar writes availability from each calendar, so a lead does not go to someone who is already out.
The Bigger Shift
- Leads assigned to the wrong people
- Records that sat because nobody owned them
- Follow-up that started too late
- Every lead routed to the right representative
- Work starting while the inquiry is still fresh
- Hours, OOO, and Google Calendar keeping availability current
Final Thoughts
If the lead goes to the wrong rep, it does not get worked. That was Hifello’s problem, and Lead Routing was the fix.
For B2B teams, the use case is assignment: put every lead with the right person, in time.