The playbook
Lead Qualification: Checklist
Use this lead qualification checklist before a new release, a handoff, or a scheduled review. Its purpose is to verify the decisions that affect qualified leads with documented reasons. Check an actual customer or opportunity record; a box marked complete without evidence does not show that the customer journey works.
Put the task in context
Ask questions that change a decision: service need, location, timing, relevant constraints, and decision process. Keep an uncertain route for leads that need clarification. A qualification form should support a useful next step rather than act as an arbitrary barrier.
Before you use the checklist
Name the exact item being checked and its purpose. Gather need, fit, timing, next step, reason. If one of those details is unknown, mark it as unknown and assign a way to resolve it. An invented value makes the checklist look complete while weakening every later decision.
Working checklist
| Check | Evidence to keep | Responsible role |
|---|---|---|
| Define fit urgency and decision requirements | A dated observation showing how need was verified | sales operations lead |
| Ask concise questions that change the routing decision | A dated observation showing how fit was verified | record owner |
| Record why a lead qualifies or does not | A dated observation showing how timing was verified | sales manager |
Check the failure path
- Look specifically for this failure: rejecting a lead because a single optional detail is missing.
- Use explicit criteria and a route for uncertain cases. Record the actual correction, not just the intention to make it.
- Repeat the affected task after the correction and check reason.
- Make sure the next owner can find the decision and supporting evidence.
Use three outcomes for each check
Mark an item as complete only when the expected behavior or information has been observed. Mark it as incomplete when a required condition is absent. Use not applicable when the condition genuinely does not belong to the chosen scope, and write a short reason. These states keep a review useful without forcing every process into an identical mold.
For example, if the check is “Define fit urgency and decision requirements,” a meeting about the subject is not the evidence itself. Retain the relevant need and fit, the decision made from them, and the result of checking that decision. The record should allow someone who missed the meeting to understand what changed.
Decide what must be resolved first
An incomplete item that prevents determine whether an inquiry is suitable for the service and ready for a next step deserves attention before a cosmetic improvement. Assign an owner and a next action to that issue. Keep optional refinements visible, but do not let them obscure a failure in the core process.
Close the review
Recheck corrected items and note anything still uncertain. The checklist is finished when the next owner understands what was verified and what remains open. Follow qualified leads with documented reasons using a consistent definition so later reviews can connect execution quality with useful results.
Review a small sample of underlying records before trusting a summary. Duplicates, stale close dates, and missing outcomes can make a dashboard misleading even when the calculation is correct. Correct the record-level cause.
Skip the manual steps. Let AgentixCRM run this for every client.
Start now