> For the complete documentation index, see [llms.txt](https://themochi-app.gitbook.io/documentation/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://themochi-app.gitbook.io/documentation/module-2-team-and-leads/lead-distribution.md).

# Lead distribution

## Lead Distribution

**What it is** — Lead distribution is Mochi's automatic router for new leads. Instead of manually assigning every inbound DM, Mochi splits new leads across your setters using a weighted round robin, based on percentages you set.

**Who can use it** — Configured by Creators and Managers at **Settings > Team > Lead Distribution**. Setters, Managers, Creators, and AI Setters can hold a distribution share; Closers are always assigned by hand and never appear in this split. Only Creators and Managers can edit the settings themselves. Confirmed on web.

**Before you start** — You'll need at least one Setter on your team, and a Creator or Manager role to edit the split.

### How it works

Mochi rotates new leads across your team so each setter gets roughly their set percentage of incoming volume. Set Setter 1 to 80% and Setter 2 to 20%, for example, and Mochi sends Fabio about 8 in 10 new leads and Chris about 2 in 10, automatically.

1. Go to **Settings > Team > Lead Distribution**.
2. Set a percentage for each eligible team member.
3. Make sure every percentage **adds up to exactly 100%** — Mochi won't save an unbalanced split.
4. Save.

Eligible for a distribution share: **Setters, Managers, Creators, and AI Setters.** AI Setter counts here as a distribution-eligible pseudo-member, not a human seat — it only becomes eligible once it's enabled and trained (see Invite your team & roles). Closers are never part of the automatic split — they're always assigned by hand, typically once a lead is qualified or a call gets booked (see The Leads page: work your pipeline).

### New members and turning distribution off

* **New team members start at 0%.** They won't receive any new leads until you manually raise their share — this keeps a brand-new setter from getting flooded with leads before they're ready.
* **Setting everyone to 0% turns distribution off.** New leads are left unassigned instead of being routed automatically.
* **Deactivating a team member resets their share to 0%** and redistributes their currently open leads across the rest of the team.

### Tips

* Treat distribution as a deliberate lever, not a default 50/50 split. A common pattern: cap a newer or trialing setter at 25%, give your proven performer 75%, then rebalance once the new setter proves themselves.
* Recheck the total whenever you add or remove a team member — an unbalanced split is the most common reason a save fails.
* Use 0% instead of removing someone if you want to pause their new-lead flow without touching leads already assigned to them.

### Common mistakes & fixes

| Mistake                                           | Fix                                                                        |
| ------------------------------------------------- | -------------------------------------------------------------------------- |
| Distribution won't save                           | Percentages must total exactly 100 — recalculate and re-enter              |
| A new setter isn't getting any leads              | They start at 0% by default — raise their share manually                   |
| Leads sitting unassigned                          | Check whether every member is at 0% — that turns distribution off entirely |
| Expecting a closer to get new leads automatically | Closers are always assigned by hand, never through the round robin         |

### Limits & good to know

* Only Setters, Managers, Creators, and AI Setters can hold a distribution percentage.
* Closers are matched to leads manually from the Leads page, not through this setting.
* Deactivating a member automatically redistributes their open leads to the rest of the team.
* AI Setter only appears as an eligible option once it's enabled and trained for your organization.

**Related:** Invite your team & roles, The Leads page: work your pipeline, Exclude personal contacts from your inbox, Connect Calendly