# Campaigns, lead routing and campaign influence

*Agentforce Sales Consultant Study Guide · Practical Application of Agentforce Sales Expertise · Last updated October 15, 2026 · https://www.certifyforce.com/study-guide/agentforce-sales-consultant/practical-application-of-agentforce-sales-expertise/campaigns-lead-routing-and-campaign-influence*

Structure campaigns with hierarchies and per-campaign member statuses, build audiences from reports, attribute revenue with Primary Campaign Source and Customizable Campaign Influence, route Web-to-Lead leads with assignment rules and queues, re-route stale leads with a scheduled path, and keep the lead funnel and loss data clean.

- Certification: Salesforce Agentforce Sales Consultant
- Exam section: Practical Application of Agentforce Sales Expertise
- Study guide: https://www.certifyforce.com/study-guide/agentforce-sales-consultant

**Official exam objective:**

> Given a set of requirements, determine how to support different business and sales process scenarios for Campaigns, Leads, and Opportunities.

## What the exam expects

- Structure campaigns with a parent-child hierarchy, per-campaign member statuses that mark responses, and members added from reports.
- Choose Primary Campaign Source for the single primary campaign on an opportunity and Customizable Campaign Influence for multi-touch attribution in Lightning Experience.
- Route Web-to-Lead leads to queues with lead assignment rules, and re-route untouched leads with a scheduled path on a record-triggered flow.
- Keep the lead funnel and opportunity data measurable: Lead Status stages, conversion only when qualified, and a required Loss Reason at Closed Lost.

Key terms: **campaign hierarchy** (parent and child campaigns whose metrics roll up); **responded** (a member status flag counted in Responses in Campaign); **Primary Campaign Source** (the one campaign recorded on an opportunity); **Customizable Campaign Influence** (revenue share across influential campaigns by attribution model); **scheduled path** (a record-triggered flow branch that runs at a time offset).

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Campaign hierarchy depth | Up to five levels; one currency in child campaigns | [Campaign Hierarchy](https://help.salesforce.com/s/articleView?id=sf.campaigns_hierarchy.htm&language=en_US&type=5) |
| Responses | Statuses marked responded are tallied in Responses in Campaign | [Member Statuses](https://help.salesforce.com/s/articleView?id=sales.campaigns_customize_member_status_parent.htm&language=en_US&type=5) |
| Add to Campaign from a report | Detailed Rows on; fewer than 50,000 records | [Add Members from Reports](https://help.salesforce.com/s/articleView?id=sales.campaigns_reportwizard.htm&language=en_US&type=5) |
| Primary Campaign Source at conversion | Most recently associated campaign | [Conversion Considerations](https://help.salesforce.com/s/articleView?id=sales.leads_notes.htm&type=5) |
| Campaign Influence 1.0 | Classic only; reverting deletes influence records | [Campaign Influence](https://help.salesforce.com/s/articleView?id=sales.campaign_influence_parent.htm&language=en_US&type=5) |
| Web-to-Lead | Up to 500 leads per day | [Web-to-Lead](https://help.salesforce.com/s/articleView?id=sales.setting_up_web-to-lead.htm&language=en_US&type=5) |
| Active lead assignment rules | One in effect at a time; can assign leads from Web-to-Lead and Data Import Wizard | [Assignment Rules](https://help.salesforce.com/s/articleView?id=sf.customize_leadrules.htm&language=en_US&type=5) |
| Scheduled path batch size | Default and maximum 200 | [Scheduled Paths](https://help.salesforce.com/s/articleView?language=en_US&id=platform.flow_concepts_trigger_scheduled_path.htm&type=5) |

## Check yourself

- Why mark specific member statuses as responded?
- When does an opportunity need both Primary Campaign Source and Customizable Campaign Influence?
- Which leads can lead assignment rules route?
- Why use a scheduled path for 24-hour re-routing?

## Sources

- [Understand Campaign Hierarchy](https://help.salesforce.com/s/articleView?id=sf.campaigns_hierarchy.htm&language=en_US&type=5)
- [Campaign Member Statuses](https://help.salesforce.com/s/articleView?id=sales.campaigns_customize_member_status_parent.htm&language=en_US&type=5)
- [Add Campaign Members from Standard and Custom Reports](https://help.salesforce.com/s/articleView?id=sales.campaigns_reportwizard.htm&language=en_US&type=5)
- [Campaign Influence](https://help.salesforce.com/s/articleView?id=sales.campaign_influence_parent.htm&language=en_US&type=5)
- [Customizable Campaign Influence](https://help.salesforce.com/s/articleView?id=sales.campaigns_influence_customizable.htm&type=5)
- [Enable Customizable Campaign Influence](https://help.salesforce.com/s/articleView?id=sales.campaigns_influence_customizable_setup.htm&type=5)
- [Considerations for Converting Leads](https://help.salesforce.com/s/articleView?id=sales.leads_notes.htm&type=5)
- [Generate Leads from Your Website with Web-to-Lead](https://help.salesforce.com/s/articleView?id=sales.setting_up_web-to-lead.htm&language=en_US&type=5)
- [Guidelines for Assignment Rules](https://help.salesforce.com/s/articleView?id=sf.customize_leadrules.htm&language=en_US&type=5)
- [Create Queues](https://help.salesforce.com/s/articleView?id=sf.setting_up_queues.htm&type=5)
- [Scheduled Paths](https://help.salesforce.com/s/articleView?language=en_US&id=platform.flow_concepts_trigger_scheduled_path.htm&type=5)
- [Set Up Escalation Rules](https://help.salesforce.com/s/articleView?id=service.rules_escalation_create.htm&language=en_US&type=5)
- [Salesforce Leads: Tracking and Management Guide](https://trailhead.salesforce.com/content/learn/modules/prospect-tracking-with-salesforce-leads-quick-look/track-prospects-with-salesforce-leads)
- [Managing Multiple Business Processes](https://help.salesforce.com/s/articleView?id=platform.customize_processes.htm&type=5)
- [Validation Rules](https://help.salesforce.com/s/articleView?id=platform.fields_about_field_validation.htm&type=5)
- [Convert Qualified Leads](https://help.salesforce.com/s/articleView?language=en_US&id=sf.leads_convert.htm&type=5)
- [Sharing Rules](https://help.salesforce.com/s/articleView?id=platform.security_about_sharing_rules.htm&type=5)
- [Create a Path](https://help.salesforce.com/s/articleView?id=sales.path_create.htm&type=5)
- [Workflow Rules and Process Builder End of Support](https://help.salesforce.com/s/articleView?id=000389396&type=1)
- [CampaignMember | Object Reference](https://developer.salesforce.com/docs/atlas.en-us.object_reference.meta/object_reference/sforce_api_objects_campaignmember.htm)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 10 linked practice questions, and unlimited timed mock exams are included with the Agentforce Sales Consultant pack (USD $19): https://www.certifyforce.com/practice-exams