Allocation node
The allocation node allows you to assign leads and manage workload distribution for territories and/or team members across different integrated tools. Allocation happens in round-robin mode, which means lead assignments are equally spread among all available sales members.
Once the basics of your revenue organization are in place, you can build your first workflow to perform lead allocation. The main requirement for using the allocation node is providing a reliable record ID, which allows Cargo to track each lead allocation.
The allocation record ID is a crucial data point that enables Cargo to track allocated records. Choose an ID that is both unique and stable, ensuring that each lead maintains a single, consistent identifier even if processed multiple times (e.g., through retry logic).
This consistency is essential for maintaining accurate tracking and preventing duplicate assignments.
The allocation node can be configured flexibly to adapt to specific needs. It can match revenue organization members based on their email address, territory (if defined), static list of members, or connector matching.
Check allocation node reference for details.
The allocation node will perform actual allocations even when running in preview mode.
Write allocation
While each allocation operation is persisted and can be audited within Cargo, it won't be automatically reflected in destination tools such as CRMs. This can be easily achieved by using a write or associate node to assign incoming leads to selected revenue organization members.
Cargo's revenue organization synchronizes member profiles and keeps track of member IDs across connected tools, allowing you to update them with allocation data.
Allocation fallback
One of the key requirements for reliable sales automation is ensuring that no lead is missed. This helps the sales team provide timely responses to all leads. Cargo provides several ways to manage allocation fallbacks:
- Each territory can have one configured fallback member
- The allocation node can be configured in failure mode when not using a territory's fallback member
When using a territory allocation strategy, an additional parameter isFallbackMember is added to indicate whether the fallback logic was used, which means all members of the territory have exhausted their capacity. This can be useful for sending notifications.
Allocation history
Each sales organization element (member, territory, and capacity) has a dedicated screen where all historical allocations are recorded. Each entry in the allocation history links to the specific workflow run that triggered that allocation.
This allows you to track how allocations are performed at each level and helps with verification and troubleshooting.
What's next?
Read lead allocation tutorial to learn how to build a complete workflow that performs allocation and assign a lead to an owner within HubSpot.