Simulate lead routing rules before they break your funnel

In Google Sheets, write the current routing rules and proposed routing rules in plain English. Include source rules, territory rules, segment rules, product rules, partner rules, customer rules, disqualification logic, fallback owner, SLA timing, and owner notification steps. If the rule cannot be explained clearly, it should not be launched yet.

Give Claude the proposed rules and ask it to generate test leads that should exercise every branch and edge case. Include clean examples, missing-field examples, duplicate examples, conflicting-field examples, partner leads, customer leads, international leads, high-value enterprise leads, and disqualified leads. Each test row needs an expected owner and expected SLA.

Create a lead routing test matrix from these proposed rules.

Routing rules:
{{routing_rules}}

Sales territories:
{{territory_rules}}

Segments and owner groups:
{{segments_and_owner_groups}}

Lead sources:
{{lead_sources}}

Generate {{number_of_test_leads}} test records. Include:
- Happy path records
- Missing field records
- Conflicting field records
- Duplicate company examples
- Partner-sourced leads
- Current customer leads
- Disqualified leads
- International territory edge cases
- High-value enterprise edge cases

For each row include expected owner, expected SLA, expected lifecycle stage, and why this case matters.

Create test leads or contacts in HubSpot using the test matrix. Use a clear naming convention such as TEST_ROUTING_BATCH_29 and prevent these records from entering live sales sequences. If possible, run them in a sandbox or test workflow first. Keep the Google Sheet open so you can compare expected outcomes with actual routing results.

Trigger the proposed routing workflow on the test records. Capture actual owner, assigned team, lifecycle stage, SLA task, notification, source attribution, and any workflow errors. Add these outcomes next to the expected results in Google Sheets. Do not judge the workflow by whether it ran. Judge it by whether it made the correct decision for each case.

Paste the expected-vs-actual table into Claude and ask it to identify mismatches, ambiguous rules, branch order issues, missing fallback rules, and field dependencies. Separate configuration bugs from policy questions. Configuration bugs can be fixed immediately; policy questions need stakeholder decisions.

Analyze this lead routing test result table.

Routing rules:
{{routing_rules}}

Expected vs actual outcomes:
{{expected_vs_actual_table}}

For each mismatch, classify it as:
1. Workflow configuration bug
2. Rule ambiguity
3. Missing fallback logic
4. Field dependency issue
5. Stakeholder policy decision
6. Test data problem

For each issue, explain the likely cause, recommended fix, and whether it blocks launch.

Update the HubSpot routing workflow and rerun only the cases that failed or exposed ambiguity. Keep version notes in Google Sheets so you know what changed between tests. Continue until every blocking case passes or has an explicit owner-approved exception.

Before launch, have marketing ops, RevOps, and sales leadership approve the test matrix and resolved issues. After launch, monitor the first 25-50 live leads and compare actual assignment patterns against your expected rules. Keep the simulator as a reusable test pack for future routing changes.