Setting Up Qualification Criteria for Your Leads

Overview:
Define the rules (e.g., Budget, Authority, Need, Timing – BANT) that a rep uses to mark a lead as “Qualified” or “Unqualified.”

Steps:

1. Go to Leads & Deals → Settings → Lead Status & Qualification.

2. Scroll to Qualification Criteria and click Manage Criteria.

3. Add criteria fields (e.g., Budget Range, Decision Maker Identified).

4. For each criterion, set pass/fail thresholds.

5. Save and train your team on using these fields when evaluating leads.

Tips & Best Practices:

• Keep criteria to 3–5 key questions that drive your sales decisions.

• Store “Unqualified Reason” in a separate dropdown to capture why a lead didn’t fit.

Troubleshooting / FAQs:

• Q: My reps aren’t filling out criteria—how can I enforce it?
  A: Mark critical criteria as “Required” so the status can’t change without them.

• Q: Can I edit criteria after leads exist?
  A: Yes, but existing leads will need to be updated manually or via bulk edit.