8 Best Lead Distribution Software for Lead Routing 2021

Learn how lead distribution software can streamline your sales process, then take a look at the eight best options in our independent review.

Lead distribution software is a tool that helps sales and marketing managers route inbound leads to the correct rep or team. The top software streamline lead distribution by scoring leads based on preset criteria and automating assignments to agents who can provide timely assistance. There are dozens of lead distribution options available; we’ve evaluated the top eight software to help you find the one that best fits your organization’s needs. 

Here are the eight best lead distribution software solutions:

  • Zoho CRM (Overall Winner): Best for routing leads from social media (free starting price)
  • Freshsales: Best for distributing leads by sales territory ($39 starting price)
  • Bitrix24: Best for routing live chat leads to online sales agents (free starting price)
  • Insightly: Best for managing multi-channel lead distribution (free starting price)
  • ClickPoint: Best for distributing inbound phone leads ($36 starting price)
  • HubSpot CRM: Best selection of third-party app integrations (free starting price)
  • EngageBay CRM: Best for affordable premium lead routing features (free starting price)
  • Lead Assign: Best for enterprise-level lead distribution features ($495 starting price)

How We Evaluated the Best Lead Distribution Software

The best lead distribution software are CRMs or marketing software that include lead distribution as a primary function. We combed through each option’s core features for automated functions like lead qualification, scoring, and touchpoint scheduling. We also considered each software’s accessibility in terms of cost and ease of use. Rounding out our grading are expert score, third-party integrations, and quality of user support options.

Evaluation Criteria

We divided our scoring criteria into six categories. Then, we used a list of key subcriteria to assign every option a score out of five in each category and used that information to determine an overall score for all software on our list.

Cost:
25%
Core Features:
25%
Ease of Use:
20%
Expert Score:
15%
Integrations:
10%
Customer Support:
5%

Note: All per-user prices are with a one-year commitment unless noted.

Per our evaluation, Zoho CRM is the best lead distribution software with a first-place tie for core features and above average scores in other categories. Read on to see how every lead distribution option fared across all six criteria.

Zoho CRM: Best to Route Social Media Leads

Automatically turns social media interactions into new leads that are immediately routed to the appropriate sales reps.

Price Range: Free to $52 per user, per month (15-day free trial)

Overall Rating star-fullstar-fullstar-fullstar-full Cost star-fullstar-fullstar-full star-full Core Features star-fullstar-fullstar-fullstar-full Ease of Use star-fullstar-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-fullstar-full Customer Support star-fullstar-fullstar-fullstar-full

Pros:

  • All tiers include basic workflow rules
  • Easy social media lead distribution
  • Over 200 third-party app integrations

Cons:

  • No social media tools on free plan
  • Lacks feedback capture
  • Will take time to set up

Zoho CRM is a full-featured CRM that automates lead distribution and closely integrates with social media. Sales managers can set up activity-based triggers, such as Facebook comments or Twitter retweets, that will instantly turn those interactions into leads that can then be routed to sales reps based on pre-set parameters or in a round robin queue. For teams that rely on social media as their primary lead generation source, Zoho CRM is the best lead distribution solution.

Zoho CRM Pricing

  • Zoho Free-for-Life: Support for 3 users
  • Standard: $14 per user, per month
  • Professional: $23 per user, per month
  • Enterprise: $40 per user, per month
  • Ultimate: $52 per user, per month
  • Free Trial: 15 days

Zoho CRM Key Features

  • Automated Lead Distribution: Route leads to reps based on geography or department.
  • Round Robin Queues: Equally distribute leads from web forms or imported lists.
  • Social Automation Rules: Add followers as leads if they engage with social content.   
  • Scoring Rules: Prioritize leads by positive/negative scores or other variables.
  • App Integrations: Connect with over 200 apps, including lead management software.

Zoho CRM - Lead Distribution Software

Visit Zoho CRM

Freshsales: Best for Territory Management

Streamlines lead distribution for larger businesses through territory-based lead assignment and in-app call routing.

Price Range: Free to $69 per user, per month; $39+ for territory management (21-day free trial)

Overall Rating star-fullstar-fullstar-fullstar-full Cost star-fullstar-fullstar-full star-full Core Features star-fullstar-fullstar-fullstar-full Ease of Use star-fullstar-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-fullstar-full Customer Support star-fullstar-fullstar-fullstar-full

Pros:

  • Divide sales leads by territory
  • Route phone calls in the CRM
  • Score leads using Freddy AI

Cons:

  • Growth plan lacks territory management
  • Free-for-life version is limited
  • Holiday routing only on Enterprise

Freshworks' Freshsales is sales software with robust lead distribution features in its Pro and Enterprise tiers. Its territory management system allows sales managers to distribute leads based on geography, industry, or other pre-defined criteria. Plus, each territory can get its own phone number for easier routing via Freshsales’ built-in phone. Freshsales’ premium lead distribution tools will be useful to large companies with a broad audience.

Freshsales Pricing

  • Free Version: Support for unlimited users (territory management not included)
  • Growth: $15 per user, per month (territory management not included)
  • Pro: $39 per user, per month 
  • Enterprise: $69 per user, per month
  • Free Trial: 21 days

Freshsales Key Features

  • Territory Management: With a Pro or Enterprise plan, assign leads based on geography, industry, and more.
  • Built-In Phone: Give each territory a phone number and transfer calls right in the CRM.
  • Holiday Routing: This Enterprise feature directs leads accordingly when reps are away.
  • Chat Management: Route chat queries to the right teams and generate auto responses.  
  • AI-Powered Lead Scoring: Allow Freddy AI to score leads for easier prioritization.

Freshworks CRM - Lead Distribution Software

Visit Freshsales

Bitrix24: Best for Routing Live Chat Leads

Helps chat-based sales representatives reduce response times and maintain contact with their assigned leads.

Price Range: Free to $159 per user, per month (30-day free trial)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-fullstar-full Core Features star-fullstar-fullstar-fullstar-fullstar-full Ease of Use star-fullstar-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-full star-full Customer Support star-fullstar-full star-fullstar-full

Pros:

  • Connect to many messaging platforms
  • Auto-route leads to assigned reps
  • Field calls using built-in telephony

Cons:

  • Basic plans lack automation
  • Limited native app integrations
  • Expect a notable learning curve

Bitrix24 is a CRM with unlimited open channel settings so sales teams can connect with leads across Telegram, Slack, Facebook Messenger, and many other messaging platforms. Route chat queries to all available online agents to reduce response times, or use intelligent routing to ensure leads are matched with specific account managers. Sales teams that generate a bulk of their leads through live chat will benefit most from Bitrix24’s lead distribution features.

Bitrix24 Pricing

  • Bitrix24 Free-for-Life: Support for unlimited users
  • Basic: $39 per user, per month; 5-seat max
  • Standard: $79 per user, per month; 50-seat max
  • Professional: $159 per user, per month
  • Free Trial: 30 days

Bitrix24 Key Features

  • Omni-Channel Contact Center: Connect to Telegram, Slack, and other platforms.
  • Conversation Transfer: Reroute a conversation to a different channel or representative.
  • Intelligent Routing: Ensure leads are connected to their account managers.
  • Built-In Telephony: Set rules for reps to receive calls from their leads right in the CRM.
  • Automatic Rerouting: If a rep doesn’t reach a lead in time, it’ll be assigned elsewhere.

Bitrix24 - Lead Distribution Software

Visit Bitrix24

Insightly: Best for Multi-Channel Lead Distribution

Combines project management tools with lead routing tools for a more streamlined way to assign leads from multiple channels.

Price Range: Free to $99 per user, per month (14-day free trial)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-fullstar-fullstar-full Core Features star-fullstar-fullstar-fullstar-fullstar-full Ease of Use star-fullstar-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-fullstar-full Customer Support star-fullstar-fullstar-full star-full

Pros:

  • Straightforward activity pipeline
  • Custom lead routing rules
  • Integrate over 250 business apps

Cons:

  • Free platform is very barebones
  • Plus plan lacks automated routing
  • Live support is a paid add-on

Insightly is a CRM regarded for its project management features, but it also includes a solid range of lead distribution tools. Notable is an activity timeline that displays where leads are coming from, whether that’s via email, web forms, phone, or marketing campaigns. From there, leads are routed in real time so agents can follow up while leads are still hot. Sales teams with multiple lead generation sources will benefit most from Insightly’s lead distribution tools.

Insightly Pricing

  • Insightly Free-for-Life: Support for 2 users
  • Plus: $29 per user, per month
  • Professional: $49 per user, per month
  • Enterprise: $99 per user, per month
  • Free Trial: 14 days

Insightly Key Features

  • Real-Time Lead Routing: Send leads to reps in real time to keep leads from going cold.
  • Activity Timeline: View leads by source, whether it’s by email, web form, or phone.
  • Project Management: Track individual milestones and manage team-wide tasks. 
  • App Integrations: Increase functionality with over 250 third-party app integrations.
  • Mobile App: Capture leads by scanning business cards and update deals in real time.

Insightly - Lead Distribution Software

Visit Insightly

ClickPoint: Best for Routing Phone Leads

Offers a varied range of lead distribution options for sales teams that regularly field inbound calls.

Price Range: $36 to $52 per user, per month (30-day free trial)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-full star-full Core Features star-fullstar-fullstar-fullstar-full Ease of Use star-fullstar-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-full star-full Integrations star-fullstar-full star-fullstar-full Customer Support star-fullstar-fullstar-fullstar-fullstar-full

Pros:

  • Robust phone lead distribution features
  • Integration with top lead sources
  • 30-day trial with free calling credits

Cons:

  • No native CRM integrations
  • Pricing structure slightly confusing
  • Need credits to send emails

ClickPoint is a lead management solution that provides lead distribution for phone, text, and email leads. It allows sales managers to route inbound leads round robin style or based on an agent’s performance quality ranking. Leads can also be distributed according to agent availability or on a first-come, first-serve basis so no lead ever goes cold. ClickPoint is best for industries where inbound phone sales are still common, such as finance and home services.

ClickPoint Pricing

  • Single Tier: $36 per user, per month with 100,000 dialing minutes to $52 per user, per month with no calling plan
  • Free Trial: 30 days with $100 in dialing and texting credits

ClickPoint Key Features

  • Lead Prioritization: Route leads round robin style or based on a rep’s quality score.  
  • Real-Time Reporting: Use scoreboards to track lead engagement and won deals.
  • Call Center: Communicate with prospects via telephone or text messaging.  
  • Free Data Migration & Importing: Transfer lead data from other software at no cost.
  • Lead Source Integration: Source leads from LendingTree, Zillow, and more.

ClickPoint - Lead Distribution Software

Visit ClickPoint

HubSpot CRM: Best Free Plan With Integrations

Free platform supports over 500 app integrations, which include a number of notable lead distribution tools.

Price Range: Free to $1,200 per month (Sales Hub)

Overall Rating star-fullstar-fullstar-fullstar-fullstar-full Cost star-full star-fullstar-fullstar-full Core Features star-fullstar-fullstar-full star-full Ease of Use star-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-fullstar-fullstar-full Customer Support star-fullstar-fullstar-fullstar-full

Pros:

  • Hundreds of third-party apps
  • Customizable scoring rules
  • Complete view of lead activity

Cons:

  • Premium plans can be costly
  • Limited automation in Starter plan
  • No automation in free-for-life plan

HubSpot CRM is a popular CRM with a solid suite of premium lead distribution features such as automated round robin assignments and customizable scoring criteria. While HubSpot CRM’s lead distribution tools are limited to its paid tiers, its free plan includes over 500 integrations that provide similar lead routing functions. Small businesses can start with HubSpot’s free CRM and integrations, then upgrade to a premium plan for HubSpot CRM’s native lead distribution tools.

HubSpot CRM Pricing

  • HubSpot CRM Free-for-Life: Support for unlimited users
  • Sales Hub Starter: From $45 per month for 2 users
  • Sales Hub Professional: From $450 per month for 5 users
  • Sales Hub Enterprise: From $1,200 per month for 10 users

HubSpot CRM Key Features

  • 500+ App Integrations: Enhance lead distribution functions with a wide range of apps.
  • Lead Scoring: In Professional and up, create a scoring system using custom criteria and historical data.
  • Lead Rotation: In Professional and up, automate round robin-style lead assignment for equal distribution.
  • Timeline View: Take a look at the chronological view of a lead’s every touchpoint.
  • Pipeline Management: Manually assign leads and tasks with only a few clicks.

HubSpot CRM - Lead Distribution Software

Visit HubSpot CRM

EngageBay CRM: Best for Affordable Premium Features

Provides automated lead routing and activity notifications, plus other premium features, at low prices for small businesses.

Price Range: Free to $39.99 per user, per month

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-fullstar-fullstar-full Core Features star-fullstar-fullstar-fullstar-full Ease of Use star-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-full star-fullstar-full Customer Support star-fullstar-fullstar-fullstar-fullstar-full

Pros:

  • Inexpensive plans for small businesses
  • Automated predictive lead scoring
  • Attentive customer support

Cons:

  • Minimal native app integrations
  • Training materials could be better
  • Not scalable for large businesses

EngageBay CRM is full-service sales and marketing software that offers affordable access to premium features. These features include predictive lead scoring, automated lead distribution rules, and reassignment of leads whose queries were missed (sales managers can also receive notifications when leads have not received proper follow-ups after a positive interaction). EngageBay CRM is a solid choice for small businesses wanting advanced features on a budget.

EngageBay CRM Pricing

  • EngageBay CRM Free-for-Life: Support for 15 users
  • CRM & Sales Bay Basic: $10.39 per user, per month
  • CRM & Sales Bay Growth: $19.99 per user, per month
  • CRM & Sales Bay Growth Pro: $39.99 per user, per month

Note: You can also opt for a two-year commitment for an additional 20% off.

EngageBay CRM Key Features

  • Automated Lead Distribution: Set up rules based on location, lead source, and more. 
  • Lead Reassignment: Leads will be routed to a new rep after a period of inactivity.
  • Manager Notifications: Sales managers will receive updates on team sales activities.
  • Automated Lead Scoring: Prioritize leads based on quality score and recent activity.
  • Auto Dialer: Automate outbound calls and redirect missed calls to different agents.

EngageBay CRM - Lead Distribution Software

Visit EngageBay CRM

Lead Assign: Best Lead Distribution for Enterprise

Helps global enterprises by using an intelligent lead routing engine that learns how to assign leads to the best sales reps.

Price Range: $495 to $2,500 per month for 75 to 500 users (30-day free trial)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-full star-fullstar-full Core Features star-fullstar-fullstar-full star-full Ease of Use star-fullstar-fullstar-fullstar-fullstar-full Expert Score star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-full star-full Customer Support star-fullstar-full star-fullstar-full

Pros:

  • Sophisticated lead routing engine
  • Syncs with HubSpot CRM and Salesforce
  • Scores reps based on response time

Cons:

  • Plans are quite expensive
  • Lead overages can also add up
  • Limited user support channels

Lead Assign is a lead management platform with a number of advanced assignment features. It has what’s billed as the “most intelligent lead routing engine,” which learns how to match reps to leads based on location and skillset over time. There’s also performance scoring, which evaluates how quickly agents provide feedback and gives preference to the top scorers. Lead Assign is geared toward global enterprises with a large amount of inbound leads.

Lead Assign Pricing

  • Enterprise Starter: $495 per month for 75 users + $4 per month for each additional user
  • Enterprise: $2,500 per month for 500 users + $3 per month for each additional user
  • Free Trial: 30 days

 Lead Assign Key Features

  • Intelligent Routing: Intelligence engine learns how to assign leads to the right reps.
  • Performance Scoring: Grade agents based on how timely they provide feedback.
  • Lead Hints: Provide a lead preview so reps can determine whether it’s right for them.
  • CRM Integration: Connect with and direct leads from Salesforce and HubSpot CRM.
  • Battle Cards: Give sales agents tidbits of information prior to meeting with leads.

Lead Assign - Lead Distribution Software

Visit Lead Assign

Bottom Line: Best Lead Distribution Software

It’s prudent for sales and marketing teams to stay on top of leads before they go cold. Lead distribution software automates the assignment process to prevent the likelihood of any prospect being ignored or overlooked. Any of the top eight CRM or marketing options we’ve featured on our list will play a significant role in increasing conversions and bolstering your company’s bottom line.

Selling Signals
Actionable advice for sales professionals
Address
355 Lexington Ave,
18th Floor,
New York, NY, 10017
COPYRIGHT SELLING SIGNALS, LLC – 2021