Data 360: How We Cut Lead Assignment From 20 Minutes to 20 Seconds
Salesforce, Wednesday, November 4th, 2026
Salesforce rebuilt its lead scoring and routing on Data 360, cutting lead assignment from 20 minutes to 20 seconds.
Salesforce describes how it redesigned its internal lead routing, which spanned three systems with heavily customized regional rules and sent nearly every inbound lead to sales reps.
It unified customer signals in Data 360, covering more than 150 million individuals, then built a lead score and a product interest score on that profile.
Lead assignment fell from 20 minutes to 20 seconds, custom code dropped 90% from about 2 million lines, and routing changes take days instead of four weeks.
Sellers now focus on roughly the top 25% of leads, while the rest go to marketing nurture or agent-first outreach.