What it covers
See why a lead is prioritised and keep qualification decisions connected to the record.
Leads and sales
Lead scoring and qualification
Use explainable scoring and reviewable qualification rather than a mysterious ranking.
How it works
Understand why a lead is prioritised
Use reviewable qualification and explainable scoring to decide which enquiries deserve attention first. Keep the reasoning and decision connected to the lead so the team can revisit it later.
In practice
Inspect the factors behind prioritisation instead of relying on a hidden ranking.
When to use it
Useful situations
- Make a consistent first review of enquiries from several sources.
- Explain why one lead deserves earlier attention than another.
- Keep a qualification decision connected to the lead for future handovers.
A working path
How the work moves
Review the available evidence
Open the lead’s scoring or qualification details and inspect the factors that contributed to its priority. Confirm that the underlying customer information is complete and still relevant.
Apply human judgment
Compare the signal with the enquiry, fit and timing you can verify. Record a qualification decision or request missing information rather than treating a score as an automatic acceptance or rejection.
Set the next action
Update lead status, owner or follow-up as appropriate and create a task when a person needs to act. The lead record remains the place to revisit the reasoning later.
Illustrative scenario
Prioritising a busy inbox
A sales lead reviews two enquiries with similar scores, notices that one has a confirmed project window while the other needs more information, and assigns different next steps.
Before you start
What to check
- Scoring is only as useful as the available lead data and the configured qualification logic; review its factors.
- A priority signal does not contact, qualify or convert a lead automatically, and should not be presented as a guaranteed outcome.
Can I see why a lead was prioritised?
The scoring and qualification workflow is designed to expose explainable factors rather than a hidden ranking.
Does a high score mean the lead is qualified?
No. A person should review the evidence and record the qualification decision.
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