When a Lead is entered into the system, core information can be used to distribute this Lead to the appropriate salesperson. Microsoft Dynamics CRM can be configured with business rules using workflow functionality that kicks in on the creation of a Lead. For instance, if a Lead has a zip code that begins with a specific set of numbers, a workflow rule can run that automatically changes the sales territory or owner of that new Lead record to the appropriate sales territory or salesperson.
Figure 6.16 shows an example of a simple workflow set up to associate all leads with a zip code starting with 05 to a specific salesperson.
Figure 6.16 Distribution of leads workflow.
When you get to Hour 16, remember this example. The concept of changing the owner and sales territory of Leads when they are created is a great beginner workflow to start practicing with.