How to confirm routing inputs are present

WORKING LEADS · LD-04

Field	Value
Article code	LD-04
Category	Working Leads
Applies to	Marketing
Type	How-to
Lifecycle	U — Updatable (review quarterly)
Owner	Julia Broens
Supporting video	none yet
Replaces	SOP 10 — How to confirm routing inputs are present
Version	v2.0 — reformatted 2026-07-30
Next review due	+3 months

1. In one line

Check the three fields routing depends on, so a new lead reaches the right owner instead of the default queue.

2. Who this is for

Marketing team members reviewing routing rules and lead assignment outcomes. Also useful for Sales when a lead looks mis-routed.

3. Before you start

Access to HubSpot
Test forms tagged with different Lead Sources, if you're testing
An understanding of the High Priority versus Regular Priority rules — see LD-05

4. Do it

Submit a test form using a net-new test email address, completing all required fields.
Leave Product of Interest blank on at least one test — it isn't always known at submission, and routing must work either way.
Wait 5–8 minutes for automation to run.
Open the Contact record created from the submission.
Check the Lead Source property reflects the correct source for the form used.
Check the Contact was assigned to the expected owner. See LD-05 for the current routing rules.
For a Transform lead, confirm the geographic split was applied correctly.
Confirm a Lead was created and associated with the Contact — visible under Lead Stage Tracker on the right of the Contact record.

5. What you should see

Lead Source is populated correctly for the form used.
The Contact is assigned to the owner the routing rules predict.
A Lead exists and is associated with the Contact.

6. If something looks wrong

You see this	It usually means	Do this
Owner doesn't match expectations	Role in Practice or Product of Interest is blank or wrong	Re-check both on the Contact. Remember any ONE high-priority trigger is enough — see LD-08
No Lead created	Automation didn't fire	Wait the full 8 minutes, then submit a ticket with the contact link

7. Exceptions and edge cases

Product of Interest is not mandatory at submission. Routing must work whether or not it's filled in — that's deliberate, not a gap.

8. Why we do it this way

Routing can only act on what exists at the moment a lead is created. Filling a field afterwards doesn't re-route anything, which is why checking at capture matters more than fixing later.

These three fields are what forms exist to collect. If they're not being captured reliably, that's a form problem rather than a routing problem — and it's worth chasing upstream.

9. Related articles

How lead routing works (LD-05)
Troubleshooting: my lead went to the wrong person (LD-08)
Product of Interest, explained (AR-12)
Lead Sources: the official list (AR-08)

10. Quick-reference card

	Content
What to do	Submit a test form · wait 8 minutes · open the contact · check source, owner and lead creation
What to check	Lead Source · Role in Practice · Product of Interest · state for Transform leads
What to avoid	Assuming all triggers must match — any one is enough · filling a field afterwards and expecting a re-route
Who to contact	Ticket with the contact link and the three field values

11. Revision history

Version	Date	What changed	By
v1.0	Jul 10, 2026	Initial version as SOP 10	Julia Broens
v2.0	2026-07-30	Reformatted into the Knowledge Base article template. Added the one-line summary, failure modes, the rationale section and a quick-reference card. Content preserved from v1.0 unless flagged below.	Gui Guedes

Changed during reformatting — please check

This SOP contained outdated routing owners. The original named Julia for West, Gui for East, Alexander Leyba as Business Development Specialist and James Hooker for ACT Coaching — those look like UAT test assignments. SOP 21 and the Operating Manual both name Sarah (West), Liz (East), Jacqueline Perry and Gina. I've removed the names from this article and pointed to LD-05 as the single place routing owners are documented. Confirm LD-05 is right before publishing.